Partner Relationship Manager

The Partner Relationship Manager is responsible for supporting a portfolio of technology and/or consulting partners within nCino’s ecosystem. This role supports efforts in relation to vetting and onboarding potential partners, business development and go-to-market strategies of existing partners, as well as ensuring the whole ecosystem is well-equipped to sell and deliver at scale. It requires robust cross-team collaboration across nCino departments including, but not limited to, Sales, Marketing, Product Development, and Customer Success to enhance the depth and scale of our consulting and technology partnerships. Externally, the PRM role serves as the nCino champion for our partner ecosystem and is expected to cultivate relationships, problem solve and drive growth and expansion opportunities across all facets of the partnership.

• Manage and own the overall relationship between nCino and the partner(s).
• Support the vetting and onboarding of new partners.
• Perform risk management and mitigation, with the aim of helping both our partners and nCino to reliably achieve revenue and customer satisfaction goals.
• Build relationships with key leaders in nCino to understand product strategy and corporate goals which influence the partner relationships and program strategy.
• Forecast, track, and manage Partner Revenue goals and expectations.
• Establish deep relationships with key points of contact at specific partners and drive relationship building activities between our partners and internal teams.
• Coordinate and support annual account planning sessions to cover all facets of the partnership – pipeline and forecasting, marketing activities including go-to-market initiatives, architecture and delivery reviews and feedback, etc.
• Establish and track all contractual documentation – such as non-disclosure agreements, partnership and alliance agreements, referral and reseller agreements, and training or enablement paperwork.
• With support from Leadership, educate our partner ecosystem on nCino’s roadmap and future product strategies, ensuring any concerns or product ideas are escalated to the nCino product team.
• Proactively plan for and coordinate technical support of partner owned orgs, integrations, enablement activities, and sales needs.
• Partner with Sales and Customer Success teams to ensure accurate scoping, resourcing, and estimating during pre-sales process. In addition, accurately estimating project timeframes and costs which are established in line with nCino project methodology and best practices.
• Act as the liaison between partner(s) and all nCino departments to drive collaboration and activities required to drive success of the partnership.

• Coordinate go-to-market strategies and marketing needs with the nCino Marketing Team
• Enable the ecosystem with nCino’s sales approach, positioning, and value propositions.
• Work with internal sales leadership and individual sales reps to manage partner pipeline and drive qualified leads.
• Coordinate partner marketing activities including conferences, white papers, webinars etc. which are part of a broader marketing plan framework and mapped against specific success metrics.
• Influence buy-in and alignment across Sales and Product leadership for new and existing partner relationships with clear success metrics defined annually, by region.

• Educate our partner ecosystem on nCino’s roadmap and future product strategies
• Liaison between partner(s) and nCino product development and engineering teams
• Coordinate partner product ideas and concerns with nCino product teams
• Drive alignment among technology partner(s) and PDE stakeholders to deliver on product strategy.

• Mobilize and enable the ecosystem with nCino’s expectations around implementation best practices and establish ways-of working with a continual improvement mindset.
• Work with Professional Services teams to establish review cadences with partners and customers to continually drive best practice partner delivery.
• Coordinate partner training coordination, enablement, and certification.
• Maintain awareness and build understanding of the technology partner’s delivery when they’ve integrated to nCino.
• Process and administer salesforce orgs with nCino packages to partners.
• Coordinate and collaborate with Partner Relationship Managers from other regions to ensure nCino’s Partner Program is consistent and scalable.

• Bachelor’s Degree with 2+ years of Relationship Management, Banking, Consulting or Software experience, or equivalent combination of education and experience.
• Attention to detail and organizational or project management skills.
• Microsoft Suite experience – Word, Excel, and PowerPoint.
• Strong listening, verbal and written communication skills.
• Problem solving mindset (inquisitive) with eye on continual improvement.
• Flexible demeanor with strong situational adaptability.

• Position requires up to 30% domestic and international travel.

• Consulting or FinTech experience
• Salesforce experience, knowledge of the platform
• FinTech Ecosystem experience at SaaS company
• Process reengineering background
• Banking experience