Senior Partner Sales Manager (Melbourne)
Melbourne Senior Channel & Partnerships
At a glance
Senior Channel & Partnerships role at jfrog. Melbourne.
Pay not stated Channel & Partnerships salary
RoleChannel & Partnerships
SenioritySenior
LocationMelbourne
PostedOct 27, 2026
Role brief
growthroles summary, based on the employer's posting.
What you'll do
- Grow partner-attributed revenue across Australia and New Zealand, including new customers, account expansion and renewals
- Set shared growth plans with strategic partners, then review results, pipeline and investments with their executives
- Coordinate joint selling and account plans with direct sales, while creating pipeline through partner events and campaigns
- Recruit and train partners, supporting sales accreditation and technical certifications to build their ability to sell independently
- Track forecasts, deal progress, registrations and partner pipeline in Salesforce, and help move negotiations and agreements forward
What you bring
- At least seven years in channel sales, alliances, partner management or business development in a listed enterprise software field
- A record of carrying a sales quota and growing revenue through partners
- Experience with enterprise buyers and complex, high-value sales opportunities
- You understand software sales cycles in Australia and New Zealand and have used Salesforce for CRM and partner processes
Who this fits
This senior, quota-carrying role suits someone who can build partner relationships and deliver revenue while coordinating across regional and global teams. The position is based remotely in Melbourne and requires travel across Australia and New Zealand.
From the employer
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.
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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