דרושים Emea Channel Manager ב-Jfrog ב-United Kingdom, London

**Residency in the Greater London Area is required.

We’re looking for a talented and experienced Technical Success Manager to enable outcome-focused engagements with JFrog customers in UK & I, focusing on three aspects:

• Accelerate adoption of JFrog products and value realization.
• Explore new opportunities of expansion by understanding the scope of customer use cases.
• Enhance customer loyalty.

• 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 the JFrog Sales team by focussing on customers’ strategy, and to make sure the 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
• Formulate and deliver projects by collaborating with JFrog customers based on agreed upon timelines
• Work with the Solution engineering and Professional Services teams to ensure all customers complete their projects timely and successfully
• Monitor the customer's health and their perception of the JFrog brand by becoming a Platform Health Expert
• By effectively communicating technical knowledge and operational excellence to customers on best practice and ensuring they maintain a healthy platform
• Be first point of escalation
• Develop full understanding of the JFrog Platform, including:
• The value proposition and sales messaging
• Out of box reporting where needed
• Success journey planning and execution
• Continuous communication and working relationship

• Bachelor’s/Master's Degree in technoalogy or business/management
• 7+ years of professional experience preferably in customer success management, relationship management, delivery management, consulting or enterprise delivery
• 3+ years experience in the software industry preferably in SaaS companies in UK & I
• 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
• Fluent English – Mandatory (read/write/speak)

• Deliver POCs and Hands-On Support:
• Lead the technical delivery of security-focused POC projects, demonstrating the value and functionality of JFrog’s security solutions.
• Provide hands-on technical assistance to clients, ensuring successful integration and deployment of security features within their existing DevOps workflows.
• Provide project management through the POC process, ensuring timely delivery and alignment with client expectations.
• Technical Expertise and Guidance:
• Act as a subject matter expert in DevSecOps, guiding clients and internal teams on best practices for integrating security into the software development lifecycle.
• Develop and maintain standardization guides and documentation to ensure consistent implementation of security practices across projects.
• Create and maintain a technical best practices repository, including security playbooks and implementation guides for both internal teams and clients.
• Collaboration and Communication:
• Work closely with the sales team to understand client requirements and tailor security solutions to meet their specific needs.
• Collaborate with product management, R&D, and marketing teams to ensure alignment and support for JFrog’s security solutions.
• Strategize with Customer Success to ensure smooth customer onboarding
• Gather and consolidate product feedback from clients and share insights with the product development team to drive continuous improvement.
• Training and Enablement:
• Provide training sessions and workshops for clients and internal teams to enhance their understanding of JFrog’s security solutions and best practices in DevSecOps.
• Develop and deliver enablement programs and materials, including a skills matrix, to ensure customers and partners are proficient in using JFrog's security features.
• Create and maintain a demo repository to facilitate effective demonstrations and training.
• Market Research and Awareness:
• Stay current with the latest security trends, vulnerabilities, and compliance requirements to provide up-to-date advice and solutions.
• Conduct market research to identify emerging security threats and opportunities, and communicate findings to the broader team.
• Technical Sales Plays and Repeatable Processes:
• Develop and document repeatable technical sales plays to streamline the sales process and enhance the efficiency of the technical sales team.
• Ensure that these sales plays are integrated into the training and enablement programs to maintain consistency and effectiveness in client engagements.
• Customer Engagement:
• Cultivate strong relationships with key stakeholders at client organizations, acting as a trusted advisor for their security needs.
• Participate in customer meetings, webinars, and industry events to represent JFrog’s security capabilities and thought leadership.

• Technical Background:
• Minimum of 5 years of experience in security architecture, DevSecOps, or a related field.
• Strong understanding of security principles, compliance standards, and vulnerability management in the context of software development.
• Proficiency in agile development, DevOps principles, and familiarity with CI/CD practices and cloud infrastructure.
• Proficiency with DevOps tools such as CI servers, SCM, Artifactory, Jenkins, Maven, Chef/Ansible, Docker, Gradle, npm, and Kubernetes.
• Familiarity with data center architectures, including networking, storage, compute, management, monitoring, backup, high availability, disaster recovery, and security, is a plus.
• Experience in technical sales of hybrid solutions (On-prem & SaaS) is advantageous.
• Experience with DevSecOps tools such as Snyk, Sonatype, Blackduck, and others is highly desirable.
• Hands-On Skills:
• Proven ability to deliver technical solutions and POCs, with a focus on hands-on implementation and troubleshooting.
• Experience with cloud infrastructure and services, including networking, storage, compute, and security.
• Soft Skills:
• Strong organizational, planning, and execution skills, with the ability to manage multiple projects with shifting priorities.
• Excellent communication and interpersonal skills, with the ability to explain complex security concepts to technical and non-technical audiences.
• Education:
• Bachelor’s Degree or higher in Computer Science, Engineering, or a related field is preferred.

• 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

• Partner with our Sales teams and customers building teams to articulate the value proposition of our solutions to our customers, focusing on business outcomes and ROI.
• Build and deliver compelling business cases that translate complex technology solutions into tangible business benefits.
• Drive customer engagement through effective communication and presentation of business value propositions.
• Enable sales teams on business value engineering tools and processes in order to scale the value engineering practice.
• Collaborate with product and marketing teams to ensure that value propositions align with market needs.
• Conduct market research to stay abreast of industry trends and competitive insights.
• Create tools and templates for other stakeholders to utilize in identifying product value.
• Competent and differentiate between Self Hosted and SaaS solutions

• Bachelor's degree in Business, Finance, or related field; MBA is preferred.
• A minimum of 8 years of experience in a business consulting or value engineering role.
• Proven leadership and management experience
• Proven experience in a technology-focused SaaS sales environment, preferably with DevOps, cybersecurity, or software supply chain solutions.
• Demonstrated ability to build and deliver persuasive business cases.
• Excellent communication and presentation skills.
• Strong understanding of ROI calculations and business value selling methodologies.

• Set objectives, goals, event scope, and create overall strategy for the in-person client-facing events you manage
• Manage the event budget and logistics, including the venue, AV requirements, booth and client experience, and coordinate and enable event staff
• Work closely with internal stakeholders, vendors, clients, and suppliers according to budget and experience requirements
• Handle issues that arise during the event and have the ability to find solutions to adapt most efficiently
• Ensure the event complies with JFrog legal, venue, and health and safety requirements for attendees and staff
• Drive engagement and attendance via pre-, during and post-event customer/prospect communications and programs
• Analyze feedback, leads, and data to measure event success and ROI with a goal for improving engagement and attendance year over year

• At least 3 years of experience in B2B event management
• 5 years experience working in or with a high growth Demand Gen marketing team in B2B technology companies is preferred
• Bachelor’s degree
• Strong organizational and management skills
• Ability to work in fast-paced environment with multiple stakeholders and show resilience and agility under pressure
• Exceptional leadership and communication skills
• Creativity and innovative thinking
• Experience and understanding of business metrics like MQL, SQL, Pipeline, ARR as well as events conversion rates and ways for optimization and increase business efficiency
• Experience with marketing automation platforms and CRM systems such as Marketo, Salesforce,Tableau as well as experience with MS Office, Google Suite (Advanced Excel and PPT skills).
• Proactive, out-of-the-box thinker
• Detail oriented
• Cross-Functional Collaboration: Work with Sales, Product, Finance and Marketing to ensure alignment
• Good communication and presentation skills, with the ability to influence and motivate staff and leadership for an optimized event plan, production and execution
• French or German is a benefit