דרושים Sales Program Manager - Apac ב-Jfrog ב-Remote, Remote

As a Senior Technical Success Manager in JFrog, you will...

• Own the customer journey, driving happiness, adoption, and value realization from JFrog products, while ensuring customer retention, satisfaction, and adoption.
• Collaborate with internal teams (Sales, Product, Solution Engineering, Training) and external stakeholders to create and maintain a Success Plan with clear metrics addressing both immediate and future customer needs.
• Build trusted advisor relationships with customer executives, understanding their evolving strategy, industry trends, and shaping success plans accordingly. Act as the ‘voice of the customer’ to provide feedback to senior management and internal teams.
• Proactively monitor customer health, user trends, and identify risks. Leverage CRM tools (e.g., SFDC, JIRA) to track progress and recommend actions to drive adoption and mitigate risks.
• Conduct Business Reviews (e.g., QBRs) that focus on proving ROI and identify any potential risks and help increase customer adoption of key platform features and best practices to maximize ROI.
• Serve as a strategy and business partner and building champions within the customer’s organization to advocate for the platform.
• Maintain deep product knowledge, stay current with CI/CD technology trends, and manage communication channels across departments to ensure customers' evolving needs are met effectively.

• Bachelor's degree in Computer Science or Computer Engineering (or equivalent) with 7+ years of experience as a Customer Success Manager or Technical Account Manager in an Enterprise software company.
• Customer-facing experience, including crisis and priority management for both inbound and outbound communications, with a focus on international enterprise customers.
• Knowledge of DevOps and DevSecOps practices and familiarity with CI/CD tools (e.g., GitHub, Jenkins, Artifactory, Maven, Docker) in software development and delivery.
• Strong problem-solving, communication, and interpersonal skills with proven ability to build rapport and trust with all stakeholders including C-suite executives.
• Analytical mindset with the ability to interpret data and provide actionable insights.
• Self-motivated, detail-oriented, and able to manage competing priorities in a fast-paced environment.
• Willingness to work weekends and holidays on occasion, with a commitment to continuous learning and personal growth.

WHAT JFROG CAN OFFER…

• Open to remote work for candidates outside a reasonable commuting distance to the Atlanta, Sunnyvale and Seattle office.
• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $165,000 to $180,000. Base salary will be based on your skills, qualifications, experience, and location.
• This position also includes an equity package of restricted stock units (RSU). In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan.
• JFrog provides employees with comprehensive benefits including medical, dental, vision, retirement, wellness, and much more!

• Responsible for the renewal of customer subscriptions in their assigned territory; this includes customer notification of upcoming renewal, discussing changes to their contract, and providing quotes directly to customers
• Manage cadence for effective renewal forecasts and projections
• Drive the renewals process in collaboration with the Strategic Sales team to preserve and improve customer contracts and relationships
• In collaboration with Customer Success, Finance, Legal, Deal Desk, Procurement and Sales teams, own, drive and manage the renewal process, including renewal quotes and renewal opportunities to ensure renewals are processed accurately and on-time
• Identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
• Actively engage with key decision makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
• Accountable for maintaining accurate customer renewal records including licenses, software expiration dates and customer contact information
• Communicate effectively with customers and internal stakeholders to provide updates, resolve issues, and gather feedback
• Identify accounts at risk and work to develop and execute mitigation plans

• 5+ years of experience in Sales, Customer Success or related field
• Proven sales experience, strong negotiation skills combined with strong interpersonal and organizational skills
• Quota carrying experience (e.g., Renewals, Enterprise Sales, Account Management) with a track record of exceeding sales retention/growth quotas, preferably in a SaaS organization
• Demonstrated success managing a pipeline and closing large enterprise SaaS contracts/renewals
• Excellent time and process management skills, ensuring timely and accurate processing of renewals
• Strong attention to detail and problem-solving skills with the ability to work under multiple deadlines
• Ability to work with multiple dynamic teams in a fast-paced environment
• Strong proficiency with MS Office (Excel, Word, and PowerPoint) and various databases & CRM systems - specifically Salesforce
• Excellent verbal and written communication skills - ability to communicate company messages and value propositions
• Takes an active interest in increasing customer happiness and deepening customer relationships
• Must have a follow-up mindset with a proactive, creative approach and a high level of communication

Here’s what our employees have to say about working at JFrog:

• "I wanted to work in a company that takes technology forward."
• "Our business is so interesting because it is constantly moving, and we have to adapt new solutions to the challenges that arise from the customers."
• "It’s nice to work for a company with a must-have product, not a nice-to-have."

What you’ll be doing as a Sales Program Manager:

• Serves as the Program Manager on all programs, processes, and initiatives implemented to support the APAC team
• Assist in the management of the day-to-day operations of the team
• Own budget planning (including travel) and ongoing management, expense approvals, procurement processes, Customer gifts inventory and programs
• Collect, track, & present metrics related to processes, team’s performance, and drive improvements
• Build sales programs to drive business growth with end-to-end ownership from ideation to goal attainment
• Collaborate with internal and external stakeholders to gather business requirements that drive improvements to the team’s productivity
• Manage operational planning sessions to champion innovative ways that will scale the success of the Sales team, Running excellency program
• Keep detailed accounts of meetings, discussions, decisions, and progress for ongoing projects, synthesize key takeaways, and actions
• Plan and coordinate offsites, team activities, team meetings, and Sales related events (Sales events, SKO, QBRs, Offsites, roadshows)
• Support Operations management for Sales and sales-related conferences, events, offsites, and other global initiatives.
• Onboarding (Managers alignment, new team onboarding, distribution lists

What you bring on to the table:

• 5+ years of program management, business analysis, EA, or similar experience
• Experience problem-solving and communicating about issues with individual stakeholders and teams
• Experience thinking analytically and strategically about issues and influencing internal and external stakeholders
• Experience being a “connector” across teams and leading a program against KPIs through to completion
• Must be highly proficient in Salesforce, Excel, and technically savvy in other key sales applications
• Ability to quickly comprehend business requirements and define and manage the tactical plan necessary to meet them
• Strength in identifying data patterns that need improvement with processes
• Outcomes-oriented approach to sales and sales operations with corresponding experience managing key metrics for success
• Ability to thrive in a fast-paced environment
• Be a self-starter, with excellent communication and collaboration skills

• Be the trusted advisor to the Sales leadership and team, collaborating on pricing and commercial terms for non-standard transactions
• Collaborate with Sales leadership and Account Executives to develop pricing strategies, dynamic Excel models, and terms as part of the proposal building process for Strategic Accounts
• Be a subject matter expert on sales and revenue compliance policies and advise Account Executives on alternative compliant contract options
• Partner with the Revenue, Finance, Legal, Sales Ops teams, to review or address revenue recognition concerns, Finance and billing issues, special terms, and pricing for non-standard deals
• Own day-to-day quote management and pricing approvals, ensuring compliance with sales and business approval policies
• Perform analysis on all nonstandard and discounted deals in each territory
• Present analyses of deals to decision-makers in a clear and concise fashion that enables them to make a quick and informed decision
• Acts as a point of escalation for deal-related matters
• Serve as a gatekeeper to the senior management by reviewing requests before they are escalated
• Facilitate the sales approval and standardized quote generation processes and ensure compliance with sales approval policies
• Outline approver roles and responsibilities, approval routing and workflow design simplify exception alerting and communications processes
• Create and maintain a hierarchy of special terms that could be used in non-standard deals
• Develop robust and repeatable deal processes, identifying process improvement, automation, simplifying
• Provide sales training and enablement of quoting, pricing, and processes
• Support in developing training materials, sales examples and conduct regular contract training sessions – to reduce contract variations between similar deals

• 8 years of proven success managing a Deal Desk function or other direct sales support role
• MBA or Master’s Degree in Finance or Economics
• Experience with Salesforce and CPQ
• Strong understanding of Annual Recurring Revenue (ARR), revenue recognition and order process principles
• Experience working with enterprise software sales teams
• Excellent team player and effective communicator with all levels of management and cross-functional organizations
• Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
• Customer facing experience developing and explaining deal structures and principles
• Highly organized, customer-focused, innovative and strong attention to detail
• Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
• German Native Speaker- advantage

Here’s what our employees have to say about working at JFrog:

• "I wanted to work in a company that takes technology forward."
• "Our business is so interesting because it is constantly moving, and we have to adapt new solutions to the challenges that arise from the customers."
• "It’s nice to work for a company with a must-have product, not a nice-to-have."

What you’ll be doing as a Technical Success Manager:

• Focus on the customer’s continuous interactions with JFrog, the customer’s lifetime value and the associated NPS/CSAT scores.
• Assist our customers in creating an adoption/rollout plan to ensure they are confident in successfully socializing and embedding the JFrog Platform
• Provide Service to JFrog Sales team by focusing on customers’ strategy, and to make sure JFrog platform helps customers achieve their goals, enabling the JFrog Sales account manager to be there when customers need them and to get renewals, upsells done on time.
• To formulate and deliver projects by collaborating with JFrog customers based on agreed upon timelines
• Work with the Solution engineering and Professional Services team to ensure all customers complete their projects timely and successfully
• Focus on NPS/CSAT and Customer Lifetime Value .
• Monitor the customer health and their perception of JFrog brand by becoming a Platform Health Expert.
• Be first point of escalation
• Develop full understanding of JFrog platform

What you bring on to the table:

• 8+ years of professional experience preferably in customer success management, relationship management, delivery management, consulting or enterprise delivery
• 3+ years of experience is Software industry preferably in SaaS companies
• Ability to effectively liaise with customers and regional teams/leadership.
• Ability to effectively present technical presentations
• Flexibility in working hours to accommodate our global presence
• Prior hands on experience in Linux
• CLI hands on experience
• Rest API experience will be an advantage
• Docker / Kubernetes experience is good to have