Public Sector Channel Manager

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 expertise.

 

The Public Sector Channel Manager role at Asana is responsible for supporting our Public Sector and Education ecosystem with a focus on our recently launched FedRAMP offering, AsanaGov. In this role, you will focus on building, enabling, and scaling a high-impact partner motion. This role drives end-to-end Public Sector Partner recruitment with a focus on driving pipeline growth and sales success. In this role, you will work with key contract holders, recruit and activate Federal System Integrators, and drive channel strategy for all Public Sector partnerships.

 

The right candidate will be experienced in the SaaS and Federal SI space, with knowledge of the SLED business. They will be comfortable working with executive stakeholders and rolling up their sleeves on hands-on execution. They identify, manage, and mitigate risks, and develop programs and partner motions that scale our business.

 

This role is based in the Washington, D.C. area with an emphasis on looking for someone to stay close to the FSI community and other key partners.

 

In this role, you will engage with all levels of our partner organizations and stakeholders to:

• Own the Public Sector vertical for the AMER channel team.
• Team with other partner support functions to enable new partners and expand existing relationships.
• Work with Account Executives and other internal teams to drive pipeline and help close opportunities.
• Grow Asana’s FSI partner motion supporting our FedRAMP offering AsanaGov, as well as our SLED business in NAMER.
• Build and own relationships with priority federal SIs (e.g., GDIT, Booz Allen, Raytheon).
• Manage a cohesive sell-through model between FSIs, Carahsoft (our key distributor), and our Public Sector sales team.
• Work with our partner enablement team to launch new partnerships, drive engagement, and activate key partnerships.

What you'll bring:

• Experience within the SaaS software industry and FSI partner community.
• Knowledgeable of government contracting and sales process.
• Commutable to the Washington, D.C. metro area to attend partner meetings.
• Deep understanding of the federal/public sector landscape and FSI ecosystem; security clearance preferred but not required if you know the market and stakeholders.
• Equally comfortable engaging partner executives and assisting in the sales process with direct clients.
• Experience recruiting, activating, and managing partners in the Public Sector.
• Familiarity working with distributors; experience collaborating with Carahsoft or similar is a strong plus.
• Strong cross-functional collaboration with Product, Channel, and Public Sector leaders; ability to align partner priorities with roadmap and go-to-market.
• Process- and outcomes-oriented; sets clear roles and responsibilities, drives accountability, and implements scalable partner management workflows.
• Excellent communication, relationship-building, and change management skills across technical and non-technical stakeholders.

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 $144,000-$165,0000 plus 20% MBO bonus and stock. 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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