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JFrog

Senior Partner Sales Manager

JFrog

. Drive partner-sourced and partner-influenced revenue across Australia and New Zealand, focusing on new logo acquisition, expansion opportunities, and renewals .

Posted 10/31/2026full-timeRemote • AustraliaSeniorWebsite

Core Competencies

Role fit
Core Competencies

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Demonstrates expertise in Channel Sales and Partner Management, with a strong focus on driving revenue growth through strategic partnerships and joint business planning. Proficient in managing complex sales cycles and building executive relationships within the enterprise software and cloud technology sectors.

Highest-signal resume keywords
Channel Sales ExperiencePartner ManagementSalesforce CRM ProficiencyDevSecOps KnowledgeExecutive Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Business DevelopmentRevenue Growth ManagementForecastingAnalytical CapabilitiesJoint Business PlanningQuota ManagementSales AccreditationTechnical CertificationsCloud Native TechnologiesApplication Security
Soft Skills
Relationship BuildingNegotiation SkillsStrategic ThinkingCollaborative MindsetExecutive Presence
Tools & Technologies
Salesforce CRMCloud TechnologiesCI/CDKubernetesContainers
Industry Keywords
Enterprise SoftwareCybersecurityDevOpsSaaSPartner Ecosystems

Tech Stack

Tools & technologies
AWSAzureCloudCyber SecurityKubernetes

About the role

Key responsibilities & impact
  • Drive partner-sourced and partner-influenced revenue across Australia and New Zealand, focusing on new logo acquisition, expansion opportunities, and renewals
  • Develop and execute Joint Business Plans with strategic partners aligned to regional growth objectives
  • Build executive relationships with regional and global system integrators, value-added resellers, cloud partners, and distributors
  • Collaborate with direct sales on 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
  • Drive partner enablement, sales accreditation, and technical certifications
  • Conduct Quarterly Business Reviews with strategic partners and executive stakeholders
  • 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 with distribution partners to accelerate recruitment, enablement, and regional expansion
  • Support commercial negotiations, opportunity strategy, partner agreements, and deal execution
  • Develop relationships with AWS, Microsoft Azure, and Google Cloud to identify joint customer opportunities
  • Stay current with DevSecOps, Software Supply Chain Security, AI, Cloud Native technologies, and Cybersecurity trends

Requirements

What you’ll need
  • Bachelor's degree in Business, Engineering, Computer Science, Information Technology, or related discipline
  • 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
  • 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

Benefits

Comp & perks
  • Referral bonus of 800
  • Remote work arrangement