Head of Channel Strategy

Asana•Chicago, IL

1d•$211,000 - $248,000•Hybrid

About The Position

We are seeking a strategic and analytically rigorous leader to serve as Head of Channel Strategy, responsible for defining annual plans, the in-year performance framework, and medium-term strategic priorities for Asana’s global Channel business This role owns the strategic planning, forecasting, and performance framework for the Channel element of our Revenue organization. You will partner closely with Channel Leadership, Regional GMs, Finance, Revenue Strategy colleagues, to ensure the Channel motion is aligned with Asana’s broader GTM strategy and delivers predictable, scalable growth. This role focuses on strategy, planning, and performance insight for the Channel business rather than day-to-day operational program management. You will report to the Global Head of Revenue Strategy and have one direct report. Channel is an important element of Asana’s go-to-market strategy and a key lever for scalable growth across regions and segments. This role ensures that our Channel motion is supported by clear plans, strong performance governance, and data-driven strategic priorities. As Head of Channel Strategy, you will help translate company growth objectives into actionable Channel plans, drive forecasting and performance insights, and identify initiatives that improve partner productivity and revenue contribution. Working closely with Channel leadership and cross-functional partners across Revenue, Finance, and Operations, you will ensure the Channel business is well positioned to deliver predictable and sustainable growth. 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

10+ years of experience in strategy, operations, consulting, or similar roles within a SaaS enterprise environment with a focus on Channel
Experience leading or significantly contributing to annual planning, forecasting, or performance management processes for a revenue organization
Proven ability to work cross-functionally and act as a trusted advisor to executive stakeholders
Experience managing complex projects end-to-end; from inception through design to execution and measurable impact
Strong analytical and data-driven mindset, with the ability to derive insights from complex datasets and translate them into actionable strategies
Strong commercial acumen with an understanding of SaaS revenue models, partner ecosystems, and the drivers of pipeline, bookings, and retention
Excellent communication and presentation skills, including the ability to simplify complex ideas and influence decision-making
Ownership mindset with a willingness to roll up your sleeves and develop creative solutions to ambiguous challenges
Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making

Responsibilities

Create, communicate, and execute Channel plans, incorporating near-term opportunities as well as medium-term priorities
Utilize data to surface insights, assess the performance of the Channel Team, identify opportunities for improvement, and make recommendations to optimize impact
Define the medium-term strategic direction of Asana’s Channel business and translate this into actionable plans, including: Partner segmentation Coverage models Incentive design Capacity planning Regional expansion
Lead the annual planning process for Channel elements of our business, ensuring alignment with company growth targets and regional priorities
Own the Channel forecasting framework and operating cadence to ensure forecast accuracy, transparency, and accountability
Define and evolve the performance framework for the Channel business, including key metrics such as partner attach rates, partner-sourced pipeline, productivity by partner tier, and contribution to regional bookings and retention
Act as a strategic advisor to the Global Head of Channel and broader Revenue leadership on performance, investment decisions and growth opportunities
Synthesize insights and recommendations into clear narratives for executive reviews, planning cycles, and business performance discussions
Identify, structure, and lead high-impact initiatives to increase the effectiveness and scale of the Channel motion
Develop and coach the team, setting clear goals and fostering a culture of collaboration and innovation