About this role
The Channel and Ecosystems team is dedicated to accelerating Asana's growth and market reach through partnerships and fostering a thriving partner network . We build and nurture relationships with Channel Partners, Technology Partners, and Strategic Alliances to support Asana customers across geographies . In this GTM Partner Acquisition & Development role, you will be Asana's tip of the spear for identifying, recruiting, and activating a new generation of partners to drive our platform evolution from work management to an AI-powered operating system . You will turn promising strategic relationships into high-performing, revenue-generating partnerships across our global ecosystem .
T his role is based in our San Francisco office with an office-centric hybrid schedule . The standard in-office days are Monday, Tuesday, and Thursday . Most Asanas have the option to work from home on Wednesdays . Working from home on Fridays depends on the type of work you do and the teams with which you partner . If you're i nterviewing for this role, your recruiter will share more about the in-office requirements .
What you’ll achieve
• Develop and execute a strategic partner recruitment plan targeting a new generation of GTM partners aligned to Asana's platform evolution .
• Identify, evaluate, and recruit partners with proven capabilities in sales, technical solutioning, consulting, change management, and professional services .
• Establish, grow, and advise C-level and VP-level relationships at target partner organizations to position Asana's platform vision .
• Architect joint business plans defining shared revenue goals, go-to-market strategy, pipeline targets, and comprehensive enablement plans .
• Drive tight field alignment between partner sellers and Asana's direct sales team for seamless co-selling and opportunity management .
• Work cross-functionally with marketing, partner programs, customer success, and solutions engineering to build a surround-support model for partners .
• Establish clear KPIs, performance scorecards, and QBR frameworks to track partner health, pipeline contribution, and partner-sourced/influenced revenue .
About you
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making .
• Track record in channel partnerships, partner development, or strategic alliances within SaaS or enterprise software .
• Demonstrated success recruiting and activating new partners from scratch .
• Deep familiarity with the GTM partner ecosystem (SIs, consultancies, technology advisors) and adjacent technology ecosystems (e.g., Atlassian, Salesforce, ServiceNow, Microsoft) .
• Strong executive presence with the ability to engage, advise, and present effectively to partner C-suites and senior leadership .
• Strong grasp of AI-powered SaaS platforms and the ability to internalize and evangelize Asana’s Work Graph®