Senior Partner Sales Manager - Australia & New Zealand (Channel Sales) Location: Melbourne, Australia (Remote) Fast-Frogward Your Career to Years From Now Be part of a team where your work directly shapes the way the world's leading organizationsbuild and secure their software.
JFrog is seeking a dynamic, results-driven Senior Partner SalesManager 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, developinghigh-performing alliances, and accelerating pipeline growth.
You will work closely with leadingGlobal and Regional System Integrators, Cloud Service Providers, Distributors, and TechnologyAlliances to build scalable go-to-market initiatives and deliver measurable business outcomes.
Key Responsibilities Drive partner-sourced and partner-influenced revenue across Australia and NewZealand, with a strong focus on new logo acquisition, expansion opportunities, andrenewals.
Develop and execute Joint Business Plans (JBPs) with strategic partners aligned toregional 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 jointaccount 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 marketcoverage across enterprise, commercial, public sector, and regulated industries.
Drive partner enablement, sales accreditation, and technical certifications to increasepartner capabilities and self-sufficiency.
Conduct Quarterly Business Reviews (QBRs) with strategic partners and executivestakeholders to review performance, pipeline, investments, and growth plans.
Collaborate with Marketing on partner campaigns, field events, webinars, andaccount-based marketing initiatives.




Manage forecasting, opportunity progression, partner registrations, and partner pipelinethrough Salesforce CRM.
Work closely with Distribution partners to accelerate partner recruitment, enablement,and regional expansion.
Support commercial negotiations, opportunity strategy, partner agreements, and dealexecution.
Develop strong relationships with hyperscalers including AWS, Microsoft Azure, andGoogle Cloud to identify joint customer opportunities.
Stay current with market trends including DevSecOps, Software Supply Chain Security,AI, Cloud Native technologies, and Cybersecurity.Preferred Partner Ecosystem ExperienceExperience working with one or more of the following partner types is highly desirable: Regional System Integrators Global System Integrators (NTT DATA, Infosys, TCS, Accenture, Avanade) Value Added Resellers Cloud Solution Providers Software Distributors DevOps Consulting Partners Cloud Native and Kubernetes specialists Security Consulting Partners AWS, Microsoft Azure and Google Cloud Partner ecosystems 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 BusinessDevelopment within Enterprise Software, Cybersecurity, DevOps, Cloud, or SaaS.
Demonstrated success managing quota and delivering measurable revenue growththrough partners.
Experience working with enterprise customers and complex multi-million-dollaropportunities.
Strong understanding of enterprise software sales cycles within the Australian and NewZealand markets.
Knowledge of DevOps,



DevSecOps, Software Supply Chain Security, CI/CD, CloudNative technologies, Containers, Kubernetes, or Application Security is highly desirable.
Excellent executive communication, presentation, negotiation, and relationship-buildingskills.
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, SalesEngineering, Legal, Finance, and Product teams.
Self-starter capable of managing multiple strategic initiatives in a fast-pacedenvironment.
Willingness to travel across Australia and New Zealand.What You'll Bring Proven ability to build, influence, and grow high-performing partner ecosystems.
Strong executive presence with experience engaging C-level stakeholders acrosspartners 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 softwaredelivery securely.
Team-oriented mindset with the ability to influence across regional and global teams.
Why JFrog?
At JFrog, we enable organizations to build, secure, distribute, and manage software atenterprise scale.
Our Software Supply Chain Platform powers many of the world's mostinnovative companies, helping them deliver trusted software faster and more securely.As part of the ANZ team, you'll have the opportunity to shape JFrog's partner strategy acrossone of our fastest-growing regions, working alongside leading cloud providers, technologypartners, and system integrators to accelerate customer success.
If you're passionate about building strategic partnerships, driving business growth, and helpingenterprises transform how they deliver software, we'd love to hear from you.
Apply today andhelp shape the future of Software Supply Chain Security with JFrog.

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