Senior Partner Sales Manager; Melbourne

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 organizations build and secure their software. 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. You will work closely with leading Global and Regional System Integrators, Cloud Service Providers, Distributors, and Technology Alliances to build scalable go-to-market initiatives and deliver measurable business outcomes.

• 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 Dev Sec Ops , Software Supply Chain Security, AI, Cloud Native technologies, and Cybersecurity.

• Regional System Integrators
• Global System Integrators (NTT DATA, Infosys, TCS, Accenture, Avanade)
• Value Added Resellers
• Cloud Solution Providers
• Software Distributors
• Dev Ops Consulting Partners
• Cloud Native and Kubernetes specialists
• Security Consulting Partners
• AWS, Microsoft Azure and Google Cloud Partner ecosystems

• 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, Dev Ops, 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 Dev Ops, Dev Sec Ops , 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.

• 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…