{"id":3378474,"url":"https://alion.io/job/jfrog-senior-partner-sales-manager-melbourne","title":"Senior Partner Sales Manager (Melbourne)","company":{"id":7027,"name":"JFrog","domain":"jfrog.com","url":"https://alion.io/company/jfrog","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":78,"open_postings":10,"ghost_share":0,"stale_share":0.9,"repost_share":0,"time_to_fill_p50_days":40,"computed_at":"2026-11-01T06:10:25Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["Melbourne, Australia","Sydney, Australia"],"countries":["AU"],"hiring_countries":["AU"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":74000,"max_usd":158000,"period":"year","method":"role_seniority_country_cell","sample_n":17},"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"GCP","optional":false},{"name":"Salesforce","optional":false},{"name":"CI/CD","optional":true},{"name":"Kubernetes","optional":true}],"status":"live","first_seen_at":"2026-10-28T03:47:05Z","employer_posted_date":"2026-10-28","last_verified_at":"2026-11-01T06:14:55Z","board_verified":true,"closed_at":null,"days_open":4,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":4},"description":"jobs-description--reformatted\njob-details-module\">\n\">\n\">\njobs-description-content__text--stretch\" data-artdeco-is-focused=\"true\">\nSenior Partner Sales Manager - Australia & New Zealand (Channel Sales)\n\n Location: Melbourne, Australia (Remote)\nFast-Frogward Your Career to Years From Now...\nBe part of a team where your work directly shapes the way the world's leading organizations\nbuild and secure their software. JFrog is seeking a dynamic, results-driven Senior Partner Sales\nManager to lead and expand our partner ecosystem across Australia and New Zealand.\nThis is a strategic, quota-carrying role focused on driving revenue through partners, developing\nhigh-performing alliances, and accelerating pipeline growth. You will work closely with leading\nGlobal and Regional System Integrators, Cloud Service Providers, Distributors, and Technology\nAlliances to build scalable go-to-market initiatives and deliver measurable business outcomes.\nKey Responsibilities\nDrive partner-sourced and partner-influenced revenue across Australia and New\nZealand, with a strong focus on new logo acquisition, expansion opportunities, and\nrenewals.\nDevelop and execute Joint Business Plans (JBPs) with strategic partners aligned to\nregional growth objectives.\nBuild executive relationships across AU and NZ Regional SIs, Global System Integrators\n(GSIs) Value Added Resellers (VARs), Cloud Partners, and Distributors.\nWork closely with the direct sales organization to drive co-selling motions and joint\naccount planning.\nGenerate qualified pipeline through partner-led demand generation, workshops,\nenablement sessions, executive briefings, and industry events.\nRecruit, onboard, and enable new strategic partners to strengthen JFrog's market\ncoverage across enterprise, commercial, public sector, and regulated industries.\nDrive partner enablement, sales accreditation, and technical certifications to increase\npartner capabilities and self-sufficiency.\nConduct Quarterly Business Reviews (QBRs) with strategic partners and executive\nstakeholders to review performance, pipeline, investments, and growth plans.\nCollaborate with Marketing on partner campaigns, field events, webinars, and\naccount-based marketing initiatives.\nManage forecasting, opportunity progression, partner registrations, and partner pipeline\nthrough Salesforce CRM.\nWork closely with Distribution partners to accelerate partner recruitment, enablement,\nand regional expansion.\nSupport commercial negotiations, opportunity strategy, partner agreements, and deal\nexecution.\nDevelop strong relationships with hyperscalers including AWS, Microsoft Azure, and\nGoogle Cloud to identify joint customer opportunities.\nStay current with market trends including DevSecOps, Software Supply Chain Security,\nAI, Cloud Native technologies, and Cybersecurity.\nPreferred Partner Ecosystem Experience\nExperience working with one or more of the following partner types is highly desirable:\nRegional System Integrators\nGlobal System Integrators (NTT DATA, Infosys, TCS, Accenture, Avanade)\nValue Added Resellers\nCloud Solution Providers\nSoftware Distributors\nDevOps Consulting Partners\nCloud Native and Kubernetes specialists\nSecurity Consulting Partners\nAWS, Microsoft Azure and Google Cloud Partner ecosystems\nQualifications\nBachelor's degree in Business, Engineering, Computer Science, Information Technology,\nor related discipline. MBA is advantageous.\n7+ years of experience in Channel Sales, Alliances, Partner Management, or Business\nDevelopment within Enterprise Software, Cybersecurity, DevOps, Cloud, or SaaS.\nDemonstrated success managing quota and delivering measurable revenue growth\nthrough partners.\nExperience working with enterprise customers and complex multi-million-dollar\nopportunities.\nStrong understanding of enterprise software sales cycles within the Australian and New\nZealand markets.\nKnowledge of DevOps, DevSecOps, Software Supply Chain Security, CI/CD, Cloud\nNative technologies, Containers, Kubernetes, or Application Security is highly desirable.\nExcellent executive communication, presentation, negotiation, and relationship-building\nskills.\nStrong business planning, forecasting, and analytical capabilities.\nExperience with Salesforce CRM and partner management processes.\nAbility to work cross-functionally with Sales, Customer Success, Marketing, Sales\nEngineering, Legal, Finance, and Product teams.\nSelf-starter capable of managing multiple strategic initiatives in a fast-paced\nenvironment.\nWillingness to travel across Australia and New Zealand.\nWhat You'll Bring\nProven ability to build, influence, and grow high-performing partner ecosystems.\nStrong executive presence with experience engaging C-level stakeholders across\npartners and customers.\nStrategic thinking combined with hands-on execution.\nCommercial acumen and experience building joint go-to-market strategies.\nPassion for cloud technologies, DevSecOps, and helping customers modernize software\ndelivery securely.\nCollaborative mindset with the ability to influence across regional and global teams.\nWhy JFrog?\nAt JFrog, we enable organizations to build, secure, distribute, and manage software at\nenterprise scale. Our Software Supply Chain Platform powers many of the world's most\ninnovative companies, helping them deliver trusted software faster and more securely.\nAs part of the ANZ team, you'll have the opportunity to shape JFrog's partner strategy across\none of our fastest-growing regions, working alongside leading cloud providers, technology\npartners, and system integrators to accelerate customer success.\nIf you're passionate about building strategic partnerships, driving business growth, and helping\nenterprises transform how they deliver software, we'd love to hear from you. Apply today and\nhelp shape the future of Software Supply Chain Security with JFrog.\n#LI-REMOTE","description_format":"text","description_chars":5832,"description_truncated":false,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"Australia","iso":"AU","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Artificial Intelligence","Cybersecurity","Supply Chain","Developer Tools"],"lifecycle":[{"event":"open","at":"2026-10-28T03:47:37Z"}],"visa":[],"liveness":{"score":63,"band":"ok","label":"Likely open","p_open":1,"p_active":0.632,"p_room":1,"age_days":4,"expected_fill_days":40,"reasons":["conf:3","stale_co","velocity","win:early"],"computed_at":"2026-11-01T06:10:25Z"},"pay":null,"html_url":"https://alion.io/job/jfrog-senior-partner-sales-manager-melbourne","json_url":"https://alion.io/job/jfrog-senior-partner-sales-manager-melbourne.json","meta":{"generated_at":"2026-11-01T07:02:47Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":11001,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-02T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":7027},"rest":"https://alion.io/mcp/rest/get_company?id=7027"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fjfrog-senior-partner-sales-manager-melbourne"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fjfrog-senior-partner-sales-manager-melbourne"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fjfrog-senior-partner-sales-manager-melbourne"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/jfrog-senior-partner-sales-manager-melbourne\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fjfrog-senior-partner-sales-manager-melbourne"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3378474}},{"tool":"search_jobs","arguments":{"company":"jfrog.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3378474},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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