nCino offers exciting career opportunities for individuals who want to join the worldwide leader in cloud banking. The Associate Director – Global Ecosystem is responsible for leading and managing nCino’s consulting and technology partner ecosystem. This role sits on the regional Executive Leadership team and will manage a team of Relationship Managers (RMs), providing ownership and support of certain strategic partnerships and regions. It requires robust cross-team collaboration across nCino departments including but, not limited to Sales, Marketing, Product Development, an Customer Success to enhance the depth and scale of our consulting and technology partnerships. Additionally, this role will lead efforts in relation to business development, go-to-market strategies, and ensuring the ecosystem is well-equipped to sell and deliver at scale. Responsibilities Responsible for providing strategic guidance – both internally and externally, vetting and onboarding new partners, and performing risk management and mitigation, with the aim of helping both our partners and nCino to reliably achieve revenue and customer satisfaction goals.Drive and manage to both regional and partner-level strategies with a metrics based approach specific to our various markets Drive $50M+ in services revenue for our SI Partners in EMEA with the expectation to grow that 15% YOYDrive ~$5M in resell and referral revenue via our Tech Partners globally with the expectation to grow that 20% YOYLead annual account planning sessions to cover all facets of the partnership – pipeline and forecasting, marketing activities including go-to-market initiatives, delivery review and feedback, etc.Support all partnership and alliance agreements, reseller agreements, and any other contractual documentation between our partners. 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.Influence buy-in and alignment across Sales and Product leadership for new and existing partner relationships with clear success metrics defined annually and by region.Drive alignment among technology partner(s) and internal stakeholders to deliver on product strategy. Educate our partner ecosystem on nCino’s roadmap and future product strategies, ensuring any concerns or product ideas are escalated to the product team.Forward-looking plan for 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. Drive internal efforts to provide data and metrics-based analysis and reporting to accurately define the success of the partner business and the regional ecosystem.Business Development Group and Marketing Work with nCino marketing team to lead definition of joint go-to-market strategies and marketing needs Analyze data and metrics to establish effectiveness and the goal of each marketing activityCoordinate / decision partner marketing activities (conferences, white papers, webinars etc.) Work with dedicated partner resources to drive adoption and engagement in nCino’s partner community.Sales Enable the ecosystem with nCino’s sales tactics, positioning, and value propositionsWork with internal sales leadership and individual sales reps to manage partner pipeline and drive qualified leadsWork with Sales and Delivery teams to ensure accurate scoping, resourcing and estimating during pre-sales process. In addition to accurately estimating project timeframes and costs are established in line with nCino project methodology and best practices. Influence buy-in and alignment across Sales and Product leadership for new and existing partner relationships with clear success metrics defined year over year, by region, if applicable. Delivery Mobilize and enable the ecosystem with nCino’s expectations around implementation best practices and establish ways-of working with a continual improvement mindsetWork with Professional Services teams to continually drive best practice partner delivery Serve as point of escalation for nCino project delivery teams on partner issues Establish Delivery Review cadences with partners and customers when possible Lead and drive partner training coordination, enablement and certification Process and administer salesforce orgs to partners Lead a team of Relationship Managers based in Europe. Proactively coach and grow individuals while expanding team capabilities and launching new functions. Coordinate and collaborate with the Relationship Management Directors from other regions (NA, APAC etc.) to ensure nCino’s Partner Program is consistent and scalable.Qualifications Required: 10+ years of Relationship Management, Banking, Consulting or Software experience 3+ years of management experienceProven track record of project management with ability to demonstrate successful outcomes.Strong listening skills and impeccable verbal and written communication skills Flexible demeanor and adept at conflict resolution Desired: Consulting or FinTech experienceSalesforce experience, knowledge of the platform FinTech Ecosystem experience at SaaS companyProcess reengineering background Banking experienceTravel Domestic and international travel up to 25% If you thrive in a high-energy, entrepreneurial environment, we invite you to share your passion, ideas and excitement at nCino. nCino provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disability, genetics or other protected groups. In addition to federal law requirements, nCino complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.nCino is committed to the full inclusion of all qualified individuals. As part of this commitment, nCino will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at recruiting@ncino.com. Our commitment to inclusion and equality includes a strong belief that the diversity of our team is instrumental to our success. We strive to create workplaces where employees are empowered to bring their authentic selves to work.
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