Job Description

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n Senior Partner Sales Manager – Australia & New Zealand (Channel Sales)n

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Location: Melbourne, Australia (Remote)n

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n Fast-Frogward Your Career to Years From Now...n

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n Be part of a team where your work directly shapes the way the world's leading organizationsn
n build and secure their software. JFrog is seeking a dynamic, results-driven Senior Partner Salesn
n Manager to lead and expand our partner ecosystem across Australia and New Zealand.n

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n This is a strategic, quota-carrying role focused on driving revenue through partners, developingn
n high-performing alliances, and accelerating pipeline growth. You will work closely with leadingn
n Global and Regional System Integrators, Cloud Service Providers, Distributors, and Technologyn
n Alliances to build scalable go-to-market initiatives and deliver measurable business outcomes.n

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Key Responsibilitiesn
n ● Drive partner-sourced and partner-influenced revenue across Australia and Newn
n Zealand, with a strong focus on new logo acquisition, expansion opportunities, andn
n renewals.n
n ● Develop and execute Joint Business Plans (JBPs) with strategic partners aligned ton
n regional growth objectives.n
n ● Build executive relationships across AU and NZ Regional SIs, Global System Integratorsn
n (GSIs) Value Added Resellers (VARs), Cloud Partners, and Distributors.n
n ● Work closely with the direct sales organization to drive co-selling motions and jointn
n account planning.n
n ● Generate qualified pipeline through partner-led demand generation, workshops,n
n enablement sessions, executive briefings, and industry events.n
n ● Recruit, onboard, and enable new strategic partners to strengthen JFrog's marketn
n coverage across enterprise, commercial, public sector, and regulated industries.n
n ● Drive partner enablement, sales accreditation, and technical certifications to increasen
n partner capabilities and self-sufficiency.n
n ● Conduct Quarterly Business Reviews (QBRs) with strategic partners and executiven
n stakeholders to review performance, pipeline, investments, and growth plans.n
n ● Collaborate with Marketing on partner campaigns, field events, webinars, andn




n account-based marketing initiatives.n
n ● Manage forecasting, opportunity progression, partner registrations, and partner pipelinen
n through Salesforce CRM.n
n ● Work closely with Distribution partners to accelerate partner recruitment, enablement,n
n and regional expansion.n
n ● Support commercial negotiations, opportunity strategy, partner agreements, and dealn
n execution.n
n ● Develop strong relationships with hyperscalers including AWS, Microsoft Azure, andn
n Google Cloud to identify joint customer opportunities.n
n ● Stay current with market trends including DevSecOps, Software Supply Chain Security,n
n AI, Cloud Native technologies, and Cybersecurity.n
n Preferred Partner Ecosystem Experiencen
n Experience working with one or more of the following partner types is highly desirable:n
n ● Regional System Integratorsn
n ● Global System Integrators (NTT DATA, Infosys, TCS, Accenture, Avanade)n
n ● Value Added Resellersn
n ● Cloud Solution Providersn
n ● Software Distributorsn
n ● DevOps Consulting Partnersn
n ● Cloud Native and Kubernetes specialistsn
n ● Security Consulting Partnersn
n ● AWS, Microsoft Azure and Google Cloud Partner ecosystemsn

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Qualificationsn
n ● Bachelor's degree in Business, Engineering, Computer Science, Information Technology,n
n or related discipline. MBA is advantageous.n
n ● 7+ years of experience in Channel Sales, Alliances, Partner Management, or Businessn
n Development within Enterprise Software, Cybersecurity, DevOps, Cloud, or SaaS.n
n ● Demonstrated success managing quota and delivering measurable revenue growthn
n through partners.n
n ● Experience working with enterprise customers and complex multi-million-dollarn
n opportunities.n
n ● Strong understanding of enterprise software sales cycles within the Australian and Newn
n Zealand markets.n




n ● Knowledge of DevOps, DevSecOps, Software Supply Chain Security, CI/CD, Cloudn
n Native technologies, Containers, Kubernetes, or Application Security is highly desirable.n
n ● Excellent executive communication, presentation, negotiation, and relationship-buildingn
n skills.n
n ● Strong business planning, forecasting, and analytical capabilities.n
n ● Experience with Salesforce CRM and partner management processes.n
n ● Ability to work cross-functionally with Sales, Customer Success, Marketing, Salesn
n Engineering, Legal, Finance, and Product teams.n
n ● Self-starter capable of managing multiple strategic initiatives in a fast-pacedn
n workplace.n
n ● Willingness to travel across Australia and New Zealand.n
n What You'll Bringn
n ● Proven ability to build, influence, and grow high-performing partner ecosystems.n
n ● Strong executive presence with experience engaging C-level stakeholders acrossn
n partners and customers.n
n ● Strategic thinking combined with hands-on execution.n
n ● Commercial acumen and experience building joint go-to-market strategies.n
n ● Passion for cloud technologies, DevSecOps, and helping customers modernize softwaren
n delivery securely.n
n ● Collaborative mindset with the ability to influence across regional and global teams.n

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Why JFrog?n

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n At JFrog, we enable organizations to build, secure, distribute, and manage software atn
n enterprise scale. Our Software Supply Chain Platform powers many of the world's mostn
n innovative companies, helping them deliver trusted software faster and more securely.n
n As part of the ANZ team, you'll have the opportunity to shape JFrog's partner strategy acrossn
n one of our fastest-growing regions, working alongside leading cloud providers, technologyn
n partners, and system integrators to accelerate customer success.n

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n If you're passionate about building strategic partnerships, driving business growth, and helpingn
n enterprises transform how they deliver software, we'd love to hear from you. Apply today andn
n help shape the future of Software Supply Chain Security with JFrog.n

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#LI-REMOTE

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📌 Senior Partner Sales Manager (Melbourne)
🏢 JFrog
📍 Melbourne