Channel Partner Manager, DACH

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.

As a quota-carrying Channel Partner Lead you will report to and work closely with our Head of EMEA Channel Partnerships to drive and shape the future of Channel Business across Germany, Switzerland and Austria. You will be building up the Partner Ecosystem in this fast growing region and act as the Face of Asana for Channel Partners ranging from Value-added Resellers and Solution Partners to Service Delivery and Tech Integration Partners. You will be a part of our Global Channel Partnerships Team, which is focused on building and driving efficient, sustainable and scaling paths through our partner ecosystem to win and manage successful, profitable and long-term customer relationships.

This role is based in Munich  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

• Develop and manage long-term partner relationships throughout our ecosystem.
• Track and be responsible for metrics in your assigned region(s), primarily go to market plans, pipeline and revenue, that indicate partner success. You will own a quota.
• Identify, recruit, and onboard partners in the EMEA DACH region (OKRs)
• Execute a scalable and in-depth onboarding experience for partners
• Collaborate with partners to develop a strong regional plan and manage co-marketing activities such as events, webinars, etc.
• Maintain and support ongoing partner relationships, including partners’ capabilities to provide post-sales services 
• Work cross functionally with our internal teams to ensure our partners have the support and materials they need to succeed
• Work cross functionally with our direct sales team to build and execute successful hybrid (co-sell) motions.

About you

• 8+ years of previous channel experience with a cloud software company 
• Experience with various IT partnerships such as Solution Providers, AWS, Distributors, Large Account Resellers, and SI’s
• Fluency in English and German
• Thoughtful about the strategy and metrics you set, but also able to execute on those
• Identifies major strategic initiatives and creates a plan to execute against them
• Builds trust and respect in all their  working relationships, specifically with Tier 1, multi region partner leaders/stakeholders
• Produces and reports on strategic plans and initiatives  for the assigned territory 
• Knowledgeable about the B2B/SaaS sales motion, and able to ensure that partners can successfully replicate that when selling Asana
• Collaborative Work Management experience highly valued
• Experience  in closing deals and working with mid market and Enterprise segments
• Experience selling to EMEA DACH based organisations via channel partners
• Experience working in a hybrid (co-sell) sales environment

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 €116,900 - €149,1000. 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 will 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.

About us

Asana helps teams orchestrate their work, from small projects to strategic initiatives. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named a Top 10 Best Workplace for 5 years in a row, is Fortune's #1 Best Workplace in the Bay Area, and one of Glassdoor’s and Inc.’s Best Places to Work. After spending more than a year physically distanced, Team Asana is safely and mindfully returning to in-person collaboration, incorporating flexibility that adds hybrid elements to our office-centric culture. With 11+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong. 

We believe in supporting people to do their best work and thrive, and building a diverse, equitable, and inclusive company is core to our mission. Our goal is to ensure that Asana upholds an inclusive environment where all people feel that they are equally respected and valued, whether they are applying for an open position or working at the company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law. We also comply with the San Francisco Fair Chance Ordinance and similar laws in other locations.

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