Head of Channel Partnerships - APAC

Role Overview

Asana is seeking an experienced Head of Channel Partnerships to spearhead and expand our channel business throughout the APAC region (excluding Japan). This role integrates sales leadership with channel strategy, overseeing a team of Channel Partner Managers and steering the go-to-market approach through partner collaborations.

Key Responsibilities

• Lead and mentor a regional team of Channel Partner Managers across APAC (excluding Japan), focusing on their performance and professional growth.
• Own and drive the APAC channel revenue target, build pipeline visibility, and ensure team accountability for results.
• Develop and implement channel go-to-market strategies, including partner segmentation, coverage models, and investment priorities across Southeast Asia, India, ANZ, and other crucial markets.
• Enhance the sales skills of the team by coaching in customer discovery, identifying pain points, and partnering effectively with executive stakeholders.
• Establish and maintain senior-level relationships with Asana’s key channel partners, acting as an escalation point and executive sponsor when required.
• Collaborate closely with APAC sales leadership, marketing, and customer success to align channel activities with overall go-to-market strategies.
• Create scalable enablement frameworks enabling partners to effectively communicate Asana’s value, run productive sales conversations, and grow their client base independently.
• Represent APAC channel perspectives internally, contributing insights to global programs, pricing structures, incentives, and partner tiering strategies.

Candidate Profile

• Curious and open to emerging technologies and AI tools to improve productivity and collaboration.
• Over 8 years of experience in B2B SaaS, with significant exposure in both direct sales and channel or partnership functions.
• Proven leadership in managing distributed teams across geographies, with a record of developing high-performing sales teams.
• Experience with quota management and deal closing, capable of modeling excellent discovery, executive storytelling, and solution selling techniques.
• Thorough understanding of co-sell approaches including joint pipeline management and accountability for shared revenue.
• Strong channel-first mindset, capable of building programs and habits that emphasize partner-led market approaches.
• Familiarity with multiple APAC markets, appreciating the commercial, cultural, and go-to-market nuances throughout Southeast Asia, India, and ANZ.
• Strategic thinker able to formulate regional plans while also engaging in field operations with partners and customers as needed.
• Excellent executive presence and communication skills to effectively engage C-level stakeholders at partner and customer sites.
• Fluent in English; additional Asian language skills are advantageous.

Work Arrangement

This position is based in the Singapore or Sydney office with a hybrid model emphasizing office presence on Tuesday, Wednesday, and Thursday. Remote work is generally allowed on Mondays and Fridays.

About Asana

Asana is a leading platform facilitating collaboration between humans and AI, trusted globally by millions of teams to accomplish essential objectives efficiently. Recognized repeatedly for workplace culture and innovation, Asana maintains a collaborative and inclusive environment across 13+ offices worldwide, encouraging individuals passionate about creating impactful technologies and fostering diversity to join our team.