Senior Partner Sales Manager (Melbourne)

<div class="jobs-box--fadein jobs-box--full-width jobs-box--with-cta-large jobs-description jobs-description--reformatted job-details-module"> <article class="jobs-description__container "> <div class="jobs-description__content jobs-description-content "> <div id="job-details" class="jobs-box__html-content jobs-description-content__text t-14 t-normal jobs-description-content__text--stretch" data-artdeco-is-focused="true"> <div class="job-details-module__content"> <div><strong>Senior Partner Sales Manager – Australia &amp; New Zealand (Channel Sales)</strong></div> <div><strong><br></strong>Location: Melbourne, Australia (Remote)</div> <div><br>Fast-Frogward Your Career to Years From Now...</div> <div><br>Be part of a team where your work directly shapes the way the world's leading organizations<br>build and secure their software. JFrog is seeking a dynamic, results-driven Senior Partner Sales<br>Manager to lead and expand our partner ecosystem across Australia and New Zealand.</div> <div><br>This is a strategic, quota-carrying role focused on driving revenue through partners, developing<br>high-performing alliances, and accelerating pipeline growth. You will work closely with leading<br>Global and Regional System Integrators, Cloud Service Providers, Distributors, and Technology<br>Alliances to build scalable go-to-market initiatives and deliver measurable business outcomes.</div> <div><br><strong>Key Responsibilities</strong><br>● Drive partner-sourced and partner-influenced revenue across Australia and New<br>Zealand, with a strong focus on new logo acquisition, expansion opportunities, and<br>renewals.<br>● Develop and execute Joint Business Plans (JBPs) with strategic partners aligned to<br>regional growth objectives.<br>● Build executive relationships across AU and NZ Regional SIs, Global System Integrators<br>(GSIs) Value Added Resellers (VARs), Cloud Partners, and Distributors.<br>● Work closely with the direct sales organization to drive co-selling motions and joint<br>account planning.<br>● Generate qualified pipeline through partner-led demand generation, workshops,<br>enablement sessions, executive briefings, and industry events.<br>● Recruit, onboard, and enable new strategic partners to strengthen JFrog's market<br>coverage across enterprise, commercial, public sector, and regulated industries.<br>● Drive partner enablement, sales accreditation, and technical certifications to increase<br>partner capabilities and self-sufficiency.<br>● Conduct Quarterly Business Reviews (QBRs) with strategic partners and executive<br>stakeholders to review performance, pipeline, investments, and growth plans.<br>● Collaborate with Marketing on partner campaigns, field events, webinars, and<br>account-based marketing initiatives.<br>● Manage forecasting, opportunity progression, partner registrations, and partner pipeline<br>through Salesforce CRM.<br>● Work closely with Distribution partners to accelerate partner recruitment, enablement,<br>and regional expansion.<br>● Support commercial negotiations, opportunity strategy, partner agreements, and deal<br>execution.<br>● Develop strong relationships with hyperscalers including AWS, Microsoft Azure, and<br>Google Cloud to identify joint customer opportunities.<br>● Stay current with market trends including DevSecOps, Software Supply Chain Security,<br>AI, Cloud Native technologies, and Cybersecurity.<br>Preferred Partner Ecosystem Experience<br>Experience working with one or more of the following partner types is highly desirable:<br>● Regional System Integrators<br>● Global System Integrators (NTT DATA, Infosys, TCS, Accenture, Avanade)<br>● Value Added Resellers<br>● Cloud Solution Providers<br>● Software Distributors<br>● DevOps Consulting Partners<br>● Cloud Native and Kubernetes specialists<br>● Security Consulting Partners<br>● AWS, Microsoft Azure and Google Cloud Partner ecosystems</div> <div><br><strong>Qualifications</strong><br>● Bachelor's degree in Business, Engineering, Computer Science, Information Technology,<br>or related discipline. MBA is advantageous.<br>● 7+ years of experience in Channel Sales, Alliances, Partner Management, or Business<br>Development within Enterprise Software, Cybersecurity, DevOps, Cloud, or SaaS.<br>● Demonstrated success managing quota and delivering measurable revenue growth<br>through partners.<br>● Experience working with enterprise customers and complex multi-million-dollar<br>opportunities.<br>● Strong understanding of enterprise software sales cycles within the Australian and New<br>Zealand markets.<br>● Knowledge of DevOps, DevSecOps, Software Supply Chain Security, CI/CD, Cloud<br>Native technologies, Containers, Kubernetes, or Application Security is highly desirable.<br>● Excellent executive communication, presentation, negotiation, and relationship-building<br>skills.<br>● Strong business planning, forecasting, and analytical capabilities.<br>● Experience with Salesforce CRM and partner management processes.<br>● Ability to work cross-functionally with Sales, Customer Success, Marketing, Sales<br>Engineering, Legal, Finance, and Product teams.<br>● Self-starter capable of managing multiple strategic initiatives in a fast-paced<br>environment.<br>● Willingness to travel across Australia and New Zealand.<br>What You'll Bring<br>● Proven ability to build, influence, and grow high-performing partner ecosystems.<br>● Strong executive presence with experience engaging C-level stakeholders across<br>partners and customers.<br>● Strategic thinking combined with hands-on execution.<br>● Commercial acumen and experience building joint go-to-market strategies.<br>● Passion for cloud technologies, DevSecOps, and helping customers modernize software<br>delivery securely.<br>● Collaborative mindset with the ability to influence across regional and global teams.</div> <div><br><strong>Why JFrog?</strong></div> <div><br>At JFrog, we enable organizations to build, secure, distribute, and manage software at<br>enterprise scale. Our Software Supply Chain Platform powers many of the world's most<br>innovative companies, helping them deliver trusted software faster and more securely.<br>As part of the ANZ team, you'll have the opportunity to shape JFrog's partner strategy across<br>one of our fastest-growing regions, working alongside leading cloud providers, technology<br>partners, and system integrators to accelerate customer success.</div> <div><br>If you're passionate about building strategic partnerships, driving business growth, and helping<br>enterprises transform how they deliver software, we'd love to hear from you. Apply today and<br>help shape the future of Software Supply Chain Security with JFrog.</div> <p><span style="color: rgb(255, 255, 255);"><strong>#LI-REMOTE</strong></span></p> </div> </div> </div> </article> </div>