Director, Cloud Alliances, AWS

At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey?

We are looking for a highly motivated Director, Cloud Alliances, AWS to join our Global Channels & Alliances team. 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. The ideal candidate will have more than 10 years experience with Partner Management and 5+ years experience managing cloud 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.

Director, Cloud Alliances, AWS will 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 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.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $220,000 to $265,000. Base salary will be based on your skills, qualifications, experience and location.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• 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 comprehensive benefits including medical, dental, vision, retirement, wellness and much more!
• JFrog embraces hybrid work: 3 days in office / 2 days remote.

JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.