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JFrog Logo JFrog · Sales

Director, Cloud Alliances, AWS

United States, Seattle 220000.00 - 265000.00 USD / Year · Job Posted December 26, 2025
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Job Description

This role is responsible for driving new business partnerships from recruitment, through contract negotiations, to achievement of the quarterly sales objectives. This role is essential to JFrog’s efforts to build an elite team that will support an ecosystem of top cloud SI partners who are highly strategic to the company’s long-term goals. As a key leader in the Channels & Alliances team, you will be responsible for securing partnerships and driving revenue with top cloud-focused SI partners.

Job Responsibility

  • 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.
  • Accountable for and compensated on quarterly revenue/booking targets.

Requirements

  • 10+ years of experience with partners and complex partner relationships
  • 5+ years experience with cloud 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. No remote workers.

What we offer

  • Equity package of restricted stock units (RSU)
  • Eligibility to participate in our Employee Stock Purchase Plan
  • Comprehensive benefits including medical, dental, vision, retirement, wellness and much more
  • May be eligible for discretionary bonuses or commission payments.
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