Head of Channel Strategy

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.

What you'll achieve

• 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 

About you

• 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

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, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit. 

For this role, the estimated base salary range is between $211,000 - $248,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits
• Career coaching & support
• Inclusive family building benefits
• Long-term savings or retirement plans
• In-office culinary options to cater to your dietary preferences 

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

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