[Hiring] Senior Partner Sales Manager @JFrog

Role Description

JFrog is seeking a dynamic, results-driven Senior Partner Sales Manager to lead and expand our partner ecosystem across Australia and New Zealand. This is a strategic, quota-carrying role focused on driving revenue through partners, developing high-performing alliances, and accelerating pipeline growth.

• Drive partner-sourced and partner-influenced revenue across Australia and New Zealand, with a strong focus on new logo acquisition, expansion opportunities, and renewals.
• Develop and execute Joint Business Plans (JBPs) with strategic partners aligned to regional growth objectives.
• Build executive relationships across AU and NZ Regional SIs, Global System Integrators (GSIs), Value Added Resellers (VARs), Cloud Partners, and Distributors.
• Work closely with the direct sales organization to drive co-selling motions and joint account planning.
• Generate qualified pipeline through partner-led demand generation, workshops, enablement sessions, executive briefings, and industry events.
• Recruit, onboard, and enable new strategic partners to strengthen JFrog's market coverage across enterprise, commercial, public sector, and regulated industries.
• Drive partner enablement, sales accreditation, and technical certifications to increase partner capabilities and self-sufficiency.
• Conduct Quarterly Business Reviews (QBRs) with strategic partners and executive stakeholders to review performance, pipeline, investments, and growth plans.
• Collaborate with Marketing on partner campaigns, field events, webinars, and account-based marketing initiatives.
• Manage forecasting, opportunity progression, partner registrations, and partner pipeline through Salesforce CRM.
• Work closely with Distribution partners to accelerate partner recruitment, enablement, and regional expansion.
• Support commercial negotiations, opportunity strategy, partner agreements, and deal execution.
• Develop strong relationships with hyperscalers including AWS, Microsoft Azure, and Google Cloud to identify joint customer opportunities.
• Stay current with market trends including DevSecOps, Software Supply Chain Security, AI, Cloud Native technologies, and Cybersecurity.

Qualifications

• Bachelor's degree in Business, Engineering, Computer Science, Information Technology, or related discipline. MBA is advantageous.
• 7+ years of experience in Channel Sales, Alliances, Partner Management, or Business Development within Enterprise Software, Cybersecurity, DevOps, Cloud, or SaaS.
• Demonstrated success managing quota and delivering measurable revenue growth through partners.
• Experience working with enterprise customers and complex multi-million-dollar opportunities.
• Strong understanding of enterprise software sales cycles within the Australian and New Zealand markets.
• Knowledge of DevOps, DevSecOps, Software Supply Chain Security, CI/CD, Cloud Native technologies, Containers, Kubernetes, or Application Security is highly desirable.
• Excellent executive communication, presentation, negotiation, and relationship-building skills.
• Strong business planning, forecasting, and analytical capabilities.
• Experience with Salesforce CRM and partner management processes.
• Ability to work cross-functionally with Sales, Customer Success, Marketing, Sales Engineering, Legal, Finance, and Product teams.
• Self-starter capable of managing multiple strategic initiatives in a fast-paced environment.
• Willingness to travel across Australia and New Zealand.

Requirements

• Proven ability to build, influence, and grow high-performing partner ecosystems.
• Strong executive presence with experience engaging C-level stakeholders across partners and customers.
• Strategic thinking combined with hands-on execution.
• Commercial acumen and experience building joint go-to-market strategies.
• Passion for cloud technologies, DevSecOps, and helping customers modernize software delivery securely.
• Collaborative mindset with the ability to influence across regional and global teams.

Benefits

• Opportunity to shape JFrog's partner strategy across one of our fastest-growing regions.
• Work alongside leading cloud providers, technology partners, and system integrators to accelerate customer success.