Partner Account Manager, EMEA

* Residency in the Madrid area is required, as the role involves coming to the office once a week.

At JFrog, we are pioneering the Liquid Software vision, enabling thousands of the world's greatest companies, including the majority of the Fortune 100, to manage, accelerate, and secure their software delivery.

We are seeking a high-energy, execution-driven EMEA Partner Account Manager to join our team. This role is the critical link between JFrog's direct sales organization and our strategic partners, focused exclusively on accelerating New Logo (NL) acquisition across the EMEA region.

You will be responsible for the full lifecycle of partner sales activation - from identifying the right partners and formalizing their unique value proposition (UVP) over the JFrog platform, to actively co-selling with them to close new enterprise business. Success in this role is measured by partner-sourced pipeline, successful partner enablement, and New Logo wins.

Your role is centered on driving partner engagement and performance across the "Partner Onboarding Engine" and "Co-Sell Engine" to secure new customers:

Partner Activation & Strategy:

• Partner Sourcing & Recruitment: Actively recruit and onboard key strategic partners with the capability and market reach to drive new customer acquisition in high-priority EMEA territories.
• Unique Value Proposition (UVP) Definition: Work directly with partners to define, formalize, and champion their unique service offerings and value proposition built upon the JFrog platform.
• Joint GTM Planning: Collaboratively develop robust Go-To-Market (GTM) plans, including identifying and locking in a defined list of target accounts/logos for joint pursuit with each partner.
• Enablement & Readiness: Drive partner enablement activities, ensuring they are certified, trained, and technically proficient to position and sell the JFrog platform to new prospects.

Sales Execution & New Logo Co-Sell:

• Co-Selling Engine Ownership: Initiate and actively participate in co-selling motions, working alongside the JFrog Account Executive (AE) and the partner to execute sales cycles for New Logo opportunities.
• Pipeline Generation: Drive consistent pipeline generation through partner-led activities, marketing campaigns, and joint sales events, measured by Partner-Sourced Pipeline.
• Opportunity Management: Guide partner-sourced opportunities through the sales cycle - from technical proof and validation to deal negotiation and successful closure.
• Performance Metrics: Be responsible for achieving revenue targets and non-revenue metrics, including the number of enabled partners, activated target accounts per partner, and New Logo closed-won revenue.

• Partner Sales Experience: Minimum of 5+ years of successful channel or partner sales experience, with a proven focus on recruiting, activating, and co-selling with VARs, SIs, or Distributors in the EMEA region.
• New Logo Hunter Mentality: Verifiable track record of driving new business/new logo acquisition through a partner ecosystem, not just managing existing channel relationships.
• Co-Selling Mastery: Deep understanding and hands-on experience in joint sales and co-selling processes, including joint account planning and opportunity management with direct sales teams.
• Technical Acumen: Ability to articulate the value proposition of complex enterprise software (SaaS, Cloud, DevSecOps, or Security) and understand partner service offerings built on these platforms.
• Operational Excellence: Proven capability to establish GTM plans, manage sales pipelines using Salesforce, and drive enablement programs.
• Communication & Presence: Exceptional verbal and written communication skills, with the executive presence needed to engage and motivate partner leadership and field teams.
• Travel: Willingness to travel across the EMEA region to engage with key partners and attend events.