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nCino is seeking a Principal Technical Partner Relationship Manager to lead and manage a portfolio of technology and consulting partners within its ecosystem. This is a strategic role that bridges internal nCino teams (Sales, Marketing, Product Development, Customer Success) with external partners to drive growth, scale, and mutual success.
Key Responsibilities:
Partner Management & Onboarding: Own relationships with complex partners, lead vetting and onboarding of new partners, and mentor junior Relationship Managers. Serve as the primary escalation point for departmental issues impacting external partners.
Revenue & Planning: Forecast, track, and manage partner revenue goals. Lead annual account planning sessions covering pipeline, forecasting, marketing initiatives, architecture reviews, and delivery feedback.
Cross-Functional Collaboration: Build deep relationships with nCino executives to align partner strategy with product roadmap and corporate goals. Act as liaison between partners and Sales, Product Development, Engineering, and Professional Services teams.
Go-to-Market Strategy: Partner with Marketing to define joint go-to-market strategies and coordinate partner marketing activities (conferences, white papers, webinars). Enable sales teams with positioning and value propositions.
Product & Technical Alignment: Educate partners on nCino's roadmap and product strategies. Coordinate partner feedback loops to product teams. Drive alignment between technology partners and product/engineering stakeholders.
Delivery & Enablement: Establish implementation best practices and ways of working. Lead partner training, certification, and enablement. Coordinate with Professional Services on delivery reviews and continuous improvement.
Contractual & Administrative: Establish and track all partnership documentation (NDAs, alliance agreements, reseller agreements, training paperwork). Administer Salesforce orgs with nCino packages for partners.
AI & Innovation: Leverage AI tools to enhance efficiency, automate routine tasks, and drive data-informed decision-making. Stay informed on AI advancements to identify scalable growth opportunities.
Regional Coordination: Collaborate with Partner Relationship Managers across regions to ensure consistency and scalability of the partner program.
Requirements:
Required: Bachelor's degree with 8+ years of experience in Relationship Management, Banking, Consulting, or Software (or equivalent combination of education and experience). Proven track record of project management with demonstrated successful outcomes. Strong listening skills and excellent verbal and written communication. Problem-solving mindset with focus on continuous improvement. Flexible demeanor with strong situational adaptability. Adept at conflict resolution and ability to resolve complex scenarios. Position requires up to 50% domestic and international travel.
Desired: Bilingual capabilities. Consulting or FinTech experience. Salesforce platform experience and knowledge. FinTech ecosystem experience at a SaaS company. Process reengineering background. Banking experience.
