Senior Partner Sales Manager (Melbourne)

JFrog is hiring a Senior Partner Sales Manager (Melbourne) for a remote role open to applicants in Australia. Level rates it ; you can apply on JFrog.

Level's read on this job

Level rates this sales role Little AI ●○○○: aI is not part of the work.
This is listed as a remote role.
The posting mentions Salesforce, channel sales and partner management among its tools and skills.
JFrog has 70 other open roles on Level.
Posted within the past week.

AI in this role

Drive partner-sourced revenue and expand alliances across Australia and New Zealand as a Senior Partner Sales Manager.

salesforce

channel-salespartner-managementb2b-salesgo-to-market

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.

#LI-REMOTE

How we rate this

Senior Partner Sales Manager (Melbourne) at JFrog rates 0 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.

Classification

Little AI. AI is not part of the work.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.

Key facts

Senior Partner Sales Manager (Melbourne) is an open job at JFrog.
Level rates this role AI Level 1 of 4: Little AI.
The role is based in Melbourne and is marked remote.
The job was posted on October 28, 2026.
Seniority: senior.
Applications are handled by JFrog. Apply on JFrog

Prepare for this job

Built from this posting and from similar jobs on Level.

Skills and AI tools this role asks for

Channel SalesPartner ManagementB2b SalesGo To MarketSalesforce

Also common in sales jobs at this level

AI agents Generative AI Machine learning SQL LLM Python

Pay

Typical sales job: $137k

This posting doesn't list pay. Use the typical sales figure when pay comes up. See sales jobs

Questions you could be asked

Tell me about a project where channel sales was part of your work. What did you do?
Tell me about a project where partner management was part of your work. What did you do?
Tell me about a project where b2b sales was part of your work. What did you do?
Tell me about a project where go to market was part of your work. What did you do?
Walk me through how you've used Salesforce in your day-to-day work.

Adapt your resume

List these exact terms on your resume: Channel Sales, Partner Management, B2b Sales, Go To Market, and Salesforce. An applicant tracking system matches the wording, not the idea.
Attach one line of real, concrete experience to at least one of them. A tool named with nothing behind it rarely survives a human read.

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