GTM Partner Acquisition & Development

<p id="p-rc_a226481ac21a5129-156" data-path-to-node="1"><span data-path-to-node="1,0">The Channel and Ecosystems team is dedicated to accelerating Asana's growth and market reach through partnerships and fostering a thriving partner network</span><span data-path-to-node="1,1"><sup class="superscript"></sup></span><span data-path-to-node="1,2">. We build and nurture relationships with Channel Partners, Technology Partners, and Strategic Alliances to support Asana customers across geographies</span><span data-path-to-node="1,3"><sup class="superscript"></sup></span><span data-path-to-node="1,4">. 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</span><span data-path-to-node="1,5"><sup class="superscript"></sup></span><span data-path-to-node="1,6">. You will turn promising strategic relationships into high-performing, revenue-generating partnerships across our global ecosystem</span><span data-path-to-node="1,7"><sup class="superscript"></sup></span><span data-path-to-node="1,8">.</span> </p> <p id="p-rc_a226481ac21a5129-157" data-path-to-node="2"><span data-path-to-node="2,0">T<span class="citation-4783 citation-4784 citation-end-4784">his role is based in our San Francisco office with an office-centric hybrid schedule<sup class="superscript" data-turn-source-index="1"></sup></span><span class="citation-4783 citation-end-4783"><sup class="superscript" data-turn-source-index="2"></sup></span></span><span data-path-to-node="2,1"><sup class="superscript"></sup></span><span data-path-to-node="2,2"><span class="citation-4781 citation-4782 citation-end-4782">. The standard in-office days are Monday, Tuesday, and Thursday<sup class="superscript" data-turn-source-index="3"></sup></span><span class="citation-4781 citation-end-4781"><sup class="superscript" data-turn-source-index="4"></sup></span></span><span data-path-to-node="2,3"><sup class="superscript"></sup></span><span data-path-to-node="2,4"><span class="citation-4779 citation-4780 citation-end-4780">. Most Asanas have the option to work from home on Wednesdays<sup class="superscript" data-turn-source-index="5"></sup></span><span class="citation-4779 citation-end-4779"><sup class="superscript" data-turn-source-index="6"></sup></span></span><span data-path-to-node="2,5"><sup class="superscript"></sup></span><span data-path-to-node="2,6"><span class="citation-4777 citation-4778 citation-end-4778">. Working from home on <sup class="superscript" data-turn-source-index="7"></sup></span><span class="citation-4777 citation-end-4777">Fridays depends on the type of work you do and the teams with which you partner<sup class="superscript" data-turn-source-index="8"></sup></span></span><span data-path-to-node="2,7"><sup class="superscript"></sup></span><span data-path-to-node="2,8"><span class="citation-4776 citation-end-4776">. If you're i<sup class="superscript" data-turn-source-index="9"></sup></span>nterviewing for this role, your recruiter will share more about the in-office requirements</span><span data-path-to-node="2,9"><sup class="superscript"></sup></span><span data-path-to-node="2,10">.</span> </p> <p data-path-to-node="3"><strong data-path-to-node="3" data-index-in-node="0">What you’ll achieve</strong></p> <ul> <li id="p-rc_a226481ac21a5129-158" data-path-to-node="4,0,0"><span data-path-to-node="4,0,0,0">Develop and execute a strategic partner recruitment plan targeting a new generation of GTM partners aligned to Asana's platform evolution</span><span data-path-to-node="4,0,0,1"><sup class="superscript"></sup></span><span data-path-to-node="4,0,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-159" data-path-to-node="4,1,0"><span data-path-to-node="4,1,0,0">Identify, evaluate, and recruit partners with proven capabilities in sales, technical solutioning, consulting, change management, and professional services</span><span data-path-to-node="4,1,0,1"><sup class="superscript"></sup></span><span data-path-to-node="4,1,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-160" data-path-to-node="4,2,0"><span data-path-to-node="4,2,0,0">Establish, grow, and advise C-level and VP-level relationships at target partner organizations to position Asana's platform vision</span><span data-path-to-node="4,2,0,1"><sup class="superscript"></sup></span><span data-path-to-node="4,2,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-161" data-path-to-node="4,3,0"><span data-path-to-node="4,3,0,0">Architect joint business plans defining shared revenue goals, go-to-market strategy, pipeline targets, and comprehensive enablement plans</span><span data-path-to-node="4,3,0,1"><sup class="superscript"></sup></span><span data-path-to-node="4,3,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-162" data-path-to-node="4,4,0"><span data-path-to-node="4,4,0,0">Drive tight field alignment between partner sellers and Asana's direct sales team for seamless co-selling and opportunity management</span><span data-path-to-node="4,4,0,1"><sup class="superscript"></sup></span><span data-path-to-node="4,4,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-163" data-path-to-node="4,5,0"><span data-path-to-node="4,5,0,0">Work cross-functionally with marketing, partner programs, customer success, and solutions engineering to build a surround-support model for partners</span><span data-path-to-node="4,5,0,1"><sup class="superscript"></sup></span><span data-path-to-node="4,5,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-164" data-path-to-node="4,6,0"><span data-path-to-node="4,6,0,0">Establish clear KPIs, performance scorecards, and QBR frameworks to track partner health, pipeline contribution, and partner-sourced/influenced revenue</span><span data-path-to-node="4,6,0,1"><sup class="superscript"></sup></span><span data-path-to-node="4,6,0,2">.</span> </li> </ul> <p data-path-to-node="5"><strong data-path-to-node="5" data-index-in-node="0">About you</strong></p> <ul> <li id="p-rc_a226481ac21a5129-165" data-path-to-node="6,0,0"><span data-path-to-node="6,0,0,0">Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making</span><span data-path-to-node="6,0,0,1"><sup class="superscript"></sup></span><span data-path-to-node="6,0,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-166" data-path-to-node="6,1,0"><span data-path-to-node="6,1,0,0">Track record in channel partnerships, partner development, or strategic alliances within SaaS or enterprise software</span><span data-path-to-node="6,1,0,1"><sup class="superscript"></sup></span><span data-path-to-node="6,1,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-167" data-path-to-node="6,2,0"><span data-path-to-node="6,2,0,0">Demonstrated success recruiting and activating new partners from scratch</span><span data-path-to-node="6,2,0,1"><sup class="superscript"></sup></span><span data-path-to-node="6,2,0,2">.</span> </li> <li id="p-rc_a226481ac21a5129-168" data-path-to-node="6,3,0"><span data-path-to-node="6,3,0,0">Deep familiarity with the GTM partner ecosystem (SIs, consultancies, technology advisors) and adjacent technology ecosystems (e.g., Atlassian, Salesforce, ServiceNow, Microsoft)</span><span data-path-to-