Job Description
/n /n /n /n /n /n /n Senior Partner Sales Manager – Australia & Current Zealand (Channel Sales)/n /n /n

Location:
Melbourne, Australia (Remote)/n /n /n /n Fast-Frogward Your Career to Years From Now.../n /n /n /n Be part of a team where your work directly shapes the way the world's leading organizations/n /n build and secure their software. JFrog is seeking a dynamic, results-driven Senior Partner Sales/n /n Manager to lead and expand our partner ecosystem across Australia and New Zealand./n /n /n /n This is a strategic, quota-carrying role focused on driving revenue through partners, developing/n /n high-performing alliances, and accelerating pipeline growth. You will work closely with leading/n /n Global and Regional System Integrators, Cloud Service Providers, Distributors, and Technology/n /n Alliances to build scalable go-to-market initiatives and deliver measurable business outcomes./n /n /n

Key Responsibilities
/n /n ● Drive partner-sourced and partner-influenced revenue across Australia and New/n /n Zealand, with a strong focus on new logo acquisition, expansion opportunities, and/n /n renewals./n /n ● Develop and execute Joint Business Plans (JBPs) with strategic partners aligned to/n /n regional growth objectives./n /n ● Build executive relationships across AU and NZ Regional SIs, Global System Integrators/n /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 joint/n /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 market/n /n coverage across enterprise, commercial, public sector,



and regulated industries./n /n ● Drive partner enablement, sales accreditation, and technical certifications to increase/n /n partner capabilities and self-sufficiency./n /n ● Conduct Quarterly Business Reviews (QBRs) with strategic partners and executive/n /n stakeholders to review performance, pipeline, investments, and growth plans./n /n ● Collaborate with Marketing on partner campaigns, field events, webinars, and/n /n account-based marketing initiatives./n /n ● Manage forecasting, opportunity progression, partner registrations, and partner pipeline/n /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 deal/n /n execution./n /n ● Develop strong relationships with hyperscalers including AWS, Microsoft Azure, and/n /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 Experience/n /n Experience working with one or more of the following partner types is highly desirable:/n /n ● Regional System Integrators/n /n ● Global System Integrators (NTT DATA, Infosys, TCS, Accenture,



Avanade)/n /n ● Value Added Resellers/n /n ● Cloud Solution Providers/n /n ● Software Distributors/n /n ● DevOps Consulting Partners/n /n ● Cloud Native and Kubernetes specialists/n /n ● Security Consulting Partners/n /n ● AWS, Microsoft Azure and Google Cloud Partner ecosystems/n /n /n Qualifications/n /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 Business/n /n Development within Enterprise Software, Cybersecurity, DevOps, Cloud, or SaaS./n /n ● Demonstrated success managing quota and delivering measurable revenue growth/n /n through partners./n /n ● Experience working with enterprise customers and complex multi-million-dollar/n /n opportunities./n /n ● Strong understanding of enterprise software sales cycles within the Australian and New/n /n Zealand markets./n /n ● Knowledge of DevOps, DevSecOps, Software Supply Chain Security, CI/CD, Cloud/n /n Native technologies, Containers, Kubernetes, or Application Security is highly desirable./n /n ● Excellent executive communication, presentation, negotiation, and relationship-building/n /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, Sales/n /n Engineering, Legal, Finance, and Product teams./n /n ● Self-starter capable of managing multiple strategic initiatives in a fast-paced/n /n environment./n /n ● Willingness to travel across Australia and Current Zealand./n /n What You'll Bring/n /n ● Proven ability to build, influence, and grow high-performing partner ecosystem

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