Job Specifications
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. Our team collaborates closely with internal cross-functional teams to align partner efforts with company objectives and ensure that partners are engaged through comprehensive enablement, program support and resources.
We are seeking a Strategic Partnerships Manager to help drive our strategic business development initiatives with leading technology companies. In this role, you will be responsible for cultivating strategic partnerships, developing near and long-term opportunities, revenue & co-selling strategies and execution plans, as well as engaging with players across the ecosystem. You will work closely with cross-functional teams including product, marketing, channel, sales, finance and legal teams at Asana and within our partner teams. You will develop and build deep relationships with key partners that include negotiating, executing and managing the partnership relationships end to end. This role will join our Business & Corporate Development team, reporting into the CRO organization.
Critical to your success is generating measurable revenue impacts through strategic partnerships that foster new product capabilities, innovative sales playbooks, cohesive marketing campaigns, and retention strategies.
This 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 interviewing for this role, your recruiter will share more about the in-office requirements.
What You’ll Achieve:
Establish deep relationships with strategic partners by understanding their strategy, priorities, structure, and customer value proposition.
Champion and act as an advocate for partners externally and within Asana.
Develop and own a revenue generating joint GTM plan for the assigned partners (MSFT, Google, SFDC/Slack, SAP, ServiceNow, …), including GTM joint activities (events, webinars, etc.), how we engage with the Partner’s team (enablement, co-sell plan, playbooks, etc.), and lead joint ventures with other strategic partners.
Define and set partnership goals, establish QBR cadence.
Collaborate with field and channel enablement on creating sales playbooks for new products, features, and integrations.
Analyze the competitive landscape to identify strategic opportunities and threats.
Qualify, structure, negotiate, close, and manage partnerships to drive platform adoption, revenue, and customer acquisition.
Coordinate with product, engineering, marketing, sales, finance, and legal teams to evaluate and execute strategic partnership opportunities.
Identify and track relevant metrics of success to further engagement and achieve long-term partner goals.
Provide updates to key stakeholders on the status and progress of strategic partnerships.
About You:
Have 7-10 years of experience in partnerships, product, or technical roles at a software company.
Think strategically and can develop thoughtful recommendations and plans aligning with business objectives.
Possess strong communication skills to effectively engage with business development leaders, executives, product managers, and engineers.
Influence and build relationships within and outside the organization at all levels.
Show a strong sense of ownership and accountability for achieving results.
Thrive in fast-paced, collaborative environments, driven by urgency and a sense of purpose.
Demonstrate proven experience in developing, negotiating, and structuring complex deals.
Passionate about technology and its significant impact on society.
Foster a team culture that is collaborative and high-performing.
Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.
What We’ll Offer
Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, w
About the Company
Asana is the leading work management platform for human + AI coordination. Over 169,000 customers like Accenture, Amazon, Anthropic, Morningstar, and Suzuki rely on Asana to align teams and accelerate organizational impact. Whether it's managing strategic initiatives, cross-functional programs, or company-wide goals, Asana helps organizations bring clarity to complexity--turning plans into action with AI working alongside teams every step of the way. For more information, visit www.asana.com.
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