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Job Summary
The Principal Partner Relationship Manager is responsible for managing a portfolio of technology and/or consulting partners within nCino’s ecosystem. This role leads 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, this 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.
Industry experience (Mortgage)
To be successful in this position, you should have a minimum of 8 years of experience in the mortgage or financial partnerships sector. Your previous accomplishments in building channels that support distributed salesforces will be essential. A deep understanding of loan officer behavior and market dynamics is necessary. Strong grasp of residential/commercial mortgage workflows, underwriting guidelines, and regulatory compliance. Proficiency in mortgage software and systems (e.g., ICE Encompass, AUS, CRM, PRM platforms, or custom LOS). This role will serve as an nCino leader in the loan industry. Solid communication, organizational, and relationship management skills are crucial for this role.
Responsibilities
Manage and own the overall relationship between nCino and it’s more complex partner(s).
Responsible for vetting and onboarding of new partners, and mentor and support more junior Relationship Managers on the team
Performing 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 executives at all partners across the region and drive relationship building activities between our partners and internal teams.
Serve as primary point of escalation for any departmental issues that are triggered by or impact external partners.
Lead 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.
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 to ensure a feedback loop.
Establish and own a forward-looking plan and coordinate technical support of partner owned orgs, integrations, enablement activities, and sales tools.
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 various nCino departments including Sales, Product Development and Engineering teams.
Coordinate feedback loop from partners to nCino product teams around product ideas, concerns, and challenges within the nCino platform.
Leverage AI tools and…