JFrog Director Strategic Partnerships 

United States, Washington, Seattle 

549860034

As a key leader in the Channels & Alliances team, you will be responsible for securing partnerships and driving revenue with top SI partners. The ideal candidate will have more than 10 years of experience with Partner Management and 5+ years of experience managing SI partners. Additionally, he/she will have a proven track record of strategic contract negotiations and a deep understanding of the hyperscalers’ practices, including the use of Cloud Marketplaces as a transaction vehicle for these strategic partnerships.

• Be accountable for and compensated on quarterly revenue/booking targets.
• Recruit Strategic Cloud SI Partners for revenue generation in targeted markets.
• Drive contract negotiations from start to finish working with JFrog legal team and the Cloud SI Partner leveraging channel program framework.
• Develop Partnership milestones as part of the agreement, and build and execute a management system with the partner to ensure milestones are met.
• Perform account mapping exercises to identify and target key customers to achieve contract objectives.
• Manage sales training to motivate partner and JFrog sales teams.
• Assure partners have up-to-date knowledge of new products, features, roadmap, and any other updates.
• Develop and maintain strong working relationships at the executive level with key partners.
• Ensure corporate direction, branding, and messaging guidelines are followed.
• Meet quarterly sales objectives.

• 10+ years of experience with partners and complex partner relationships
• 5+ years experience with SI partners
• Strong sales experience is a must. Proven sales ability including: pricing, relationship building, management, and consultative selling.Must be highly self-motivated and have the ability to work within company policy, targets, and budget.
• Must have strong operational and project management skills with willingness to roll up sleeves and dive into the smallest details
• Excellent oral and written communication skills.
• Strong teamwork and collaboration skills.
• Proven success working in a fast-paced environment.
• Builder mentality.
• Inspirational team leader.
Location in Seattle preferred, or Sunnyvale, CA is acceptable as the role is required in the office. No remote workers.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $180,000 to $210,000. 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.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!
• JFrog embraces hybrid work: 3 days in office / 2 days remote.