Channel Partner Manager

Asana•Chicago, IL

2d•Hybrid

About The Position

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 (VARs, Services Partners, Distributors, Systems Integrators), Technology Partners (ISVs, App Partners), and Strategic Alliances to support Asana customers across geographies through our partners' specialized expertise, consulting, and technical capabilities. In this role, you will be embedded directly in the business, partnering with segment sales leadership and Account Executives to build partner-influenced pipeline, scale partner capabilities, and drive joint execution. This role is based in our Chicago 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 interviewing for this role, your recruiter will share more about the in-office requirements.

Requirements

Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
4–7 years of experience in channel partner management, alliances, or field sales within a SaaS or enterprise software environment.
Proven track record working closely with direct sales teams and segment leadership to generate partner-sourced and partner-influenced revenue.
Strong operating discipline with experience managing business metrics, data hygiene, and structured partner performance reviews.
Excellent communicator across written, verbal, and executive presentation formats.
Collaborative team player who thrives in evolving environments and brings structure to ambiguous growth opportunities.
Experience working within or alongside partner ecosystems that include SIs, consultancies, or technology advisors.

Responsibilities

Build a joint partner business plan with your segment sales leader to establish shared pipeline goals, partner coverage strategies, and growth targets.
Participate actively in segment operating cadences—such as team meetings, pipeline reviews, and forecasting calls—to embed partners directly into the segment's rhythm.
Enable Account Executives on partner engagement strategies, helping them map partners to account profiles and co-sell effectively.
Drive partner-influenced and partner-sourced pipeline growth, focusing on incremental new business and account expansion.
Manage a focused portfolio of existing partners, driving practice development, enablement milestones, and structured QBRs.
Adopt and execute Asana’s CPM Runbook to standardize operating models and share best practices across the global channel team.
Maintain data hygiene and deliver clear partner performance reporting—including pipeline sourced/influenced, deal velocity, and partner engagement—to segment leadership.