Principal Solution Sales Manager

Description:

The Principal Solution Services Manager will be responsible for scoping and estimating all nCino-led and partner-led projects across the EMEA region, spanning the full portfolio of nCino solutions including but not limited to Corporate Banking, Commercial Banking, Mortgage Lending, and CLM. This role serves as the critical bridge between Sales and Professional Services, working with financial institutions of all sizes across the diverse EMEA landscape.

As a delivery expert and trusted advisor, this Solution Services Manager will represent Professional Services / Customer Success in front of prospects and clients, articulating what a true digital transformation entails and partnering with our delivery partners to craft comprehensive implementation strategies that align with each client's unique business value metrics. Beyond the operational execution of scoping and proposal development, this role carries strategic responsibility for shaping the future of Professional Services delivery across EMEA—driving initiatives around rate optimization by market, AI-enabled delivery acceleration, pricing catalogue development, nearshore staffing, fixed-cost engagement models, and minimum viable rate frameworks that balance competitiveness with profitability, thus working closely with PSO leadership and CS management. This individual will bring a foundational understanding of the Solution Sales function as it operates in leading SaaS organizations and serve as a key contributor in evolving and maturing this capability within nCino's go-to-market model.

Requirements

• Lead the scoping and estimation efforts with all prospective and existing

nCino customers in the Community and Regional space
 

• Design an implementation approach, craft Statement of Work documents and

present the professional services proposal and story to clients
 

• Share best practices with prospective and existing clients on how to best implement and adopt nCino features and functionality
• Maintain an accurate forecast, pipeline and manage all components for Services opportunities
• Build a project budget that will be the baseline for the Professional Services implementation
• Manage the handoff between Sales and Professional services for all Community and Regional deals
• Develop and execute strategies to sell new Professional Services offerings to nCino’s growing customer base
• Support the Community and Regional sales team as they close large, complex business-to-business transactions
• Leverage AI tools and techniques to enhance work efficiency and optimize business operations by automating routine tasks to improve accuracy, save time, and minimize errors.
• Utilize AI-driven insights to refine decision-making, elevate customer experience, and boost team productivity while ensuring its application provides measurable value, driving innovation and smarter ways of working.
• Stay informed on AI advancements to drive continuous learning and scalable growth opportunities.

Qualifications Required:
 

• Bachelor’s degree
• 6+ years’ experience as a consultant or business analyst in a fast-paced environment with demonstrated record of excellence
• Flexible problem-solver who will thrive in nCino’s rapidly changing, collaborative, entrepreneurial environment
• Ability to work with multiple groups across reporting lines
• Ready to travel to client locations as required to accomplish and exceed Professional Services revenue targets
• Travel requirements – up to 25%

Desired

• Graduate degree
• Salesforce experience, knowledge of the platform
• Process reengineering background
• Banking experience