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

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.

Key Responsibilities

• 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 DevSecOps, Software Supply Chain Security,

• AI, Cloud Native technologies, and Cybersecurity.

• Preferred Partner Ecosystem Experience Experience 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 Business

• Development within Enterprise Software, Cybersecurity, DevOps, 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 DevOps, DevSecOps, 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.

• What You'll Bring

• 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 combined with hands-on execution.

• Commercial acumen and experience building joint go-to-market strategies.

• Passion for cloud technologies, DevSecOps, and helping customers modernize software

• delivery securely.

• Collaborative 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 at

• enterprise scale. Our Software Supply Chain Platform powers many of the world's most

• innovative 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 across

• one of our fastest-growing regions, working alongside leading cloud providers, technology

• partners, and system integrators to accelerate customer success.

• If you're passionate about building strategic partnerships, driving business growth, and helping

• enterprises transform how they deliver software, we'd love to hear from you. Apply today and

• help shape the future of Software Supply Chain Security with JFrog.

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