Principal Technical Partner Relationship Manager

nCino, Inc.

40d•$93,900 - $159,600

About The Position

The Principal Partner Relationship Manager manages a portfolio of technology and/or consulting partners within nCino’s ecosystem. The role leads partner vetting and onboarding, business development, go-to-market strategies, and ecosystem readiness to sell and deliver at scale. It requires close collaboration across nCino teams, including Sales, Marketing, Product Development, Engineering, Professional Services, and Customer Success. As an nCino champion for the partner ecosystem, the role cultivates partner relationships, resolves issues, and drives growth and expansion. The position oversees complex partner relationships, revenue goals, risk management, contractual documentation, account planning, partner enablement, and coordination of technical support for partner-owned organizations and integrations. It also helps ensure accurate project scoping, resourcing, estimating, and delivery practices. The role coordinates partner feedback with product teams, communicates product roadmaps, and uses AI tools and insights to improve efficiency, decision-making, customer experience, and productivity. The position develops joint go-to-market strategies and marketing activities, enables partners on nCino’s sales approach and value propositions, supports pipeline development, and aligns stakeholders around measurable success criteria. It also coordinates partner training, enablement, and certification, promotes implementation best practices, and collaborates with relationship managers in other regions to maintain a consistent and scalable partner program. The role requires up to 50% domestic and international travel.

Requirements

Bachelor’s degree and 8+ years of Relationship Management, Banking, Consulting, or Software experience, or an equivalent combination of education and experience.
Proven project management track record and ability to demonstrate successful outcomes.
Strong listening skills and excellent verbal and written communication skills.
Inquisitive problem-solving mindset and focus on continual improvement.
Flexible demeanor and strong situational adaptability.
Conflict-resolution skills and ability to think through and resolve complex scenarios.

Nice To Haves

Bilingual.
Consulting or FinTech experience.
Salesforce experience or knowledge of the platform.
FinTech ecosystem experience at a SaaS company.
Process reengineering background.
Banking experience.

Responsibilities

Manage and own relationships between nCino and complex partners; vet and onboard new partners and mentor junior Relationship Managers.
Manage partner risk and mitigation to support revenue and customer satisfaction goals.
Build relationships with nCino leaders to understand product strategy and corporate goals affecting partner relationships and program strategy.
Forecast, track, and manage partner revenue goals and expectations.
Develop relationships with partner executives and facilitate relationship building between partners and internal teams.
Serve as the primary escalation point for departmental issues triggered by or affecting external partners.
Lead annual account planning covering pipeline and forecasting, marketing and go-to-market activities, architecture, delivery reviews, and feedback.
Establish and track contractual documentation, including nondisclosure, partnership, alliance, referral, reseller, training, and enablement agreements or paperwork.
Educate partners on nCino’s roadmap and product strategies, and escalate partner concerns and product ideas to product teams.
Create and own plans for technical support of partner-owned organizations, integrations, enablement activities, and sales tools.
Partner with Sales and Customer Success to ensure accurate presales scoping, resourcing, and estimating; estimate project timeframes and costs in line with nCino methodology and best practices.
Liaise between partners and nCino departments, including Sales, Product Development, and Engineering.
Coordinate partner feedback, product ideas, concerns, and platform challenges with nCino product teams.
Use AI tools and techniques to automate routine work, improve accuracy and efficiency, and minimize errors; apply AI-driven insights to decision-making, customer experience, and team productivity, and stay informed about AI advancements.
Work with Marketing to define joint go-to-market strategies and partner marketing needs aligned with partner success criteria and nCino strategy.
Enable partners on nCino’s sales approach, positioning, and value propositions.
Work with Sales leadership and representatives to manage partner pipeline and drive qualified leads.
Coordinate partner marketing activities such as conferences, white papers, and webinars, and measure them against defined success metrics.
Influence Sales and Product leadership alignment on partner relationships and define annual, regional success metrics.
Align technology partners and Product Development and Engineering stakeholders to deliver on product strategy.
Enable partners on nCino implementation best practices and establish ways of working that support continual improvement.
Work with Professional Services to establish partner and customer review cadences that promote best-practice delivery.
Lead partner training coordination, enablement, and certification.
Maintain a strong understanding of delivery for technology integrations built and owned by partners.
Process and administer Salesforce organizations with nCino packages for partners.
Collaborate with Partner Relationship Managers in other regions to ensure the Partner Program is consistent and scalable.