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. 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 D