FSI Lead

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

The Federal Systems Integrator (FSI) Lead role at Asana is responsible for supporting the AsanaGov business by building, enabling, and scaling a high-impact partner motion across federal systems integrators and our distributor ecosystem. This role drives end-to-end FSI recruitment, onboarding, and enablement, and forges strong go-to-market execution with CareSoft and channel teams to accelerate public sector growth. We partner with functional leadership to stand up a net-new public sector partner motion that grows our business, organizational effectiveness, and efficiencies.

We’re looking for an FSI Lead to own the cradle-to-grave lifecycle of our federal SI ecosystem. This leader will identify, recruit, and enable priority FSIs, ensure operational excellence across partner processes and tools, and coordinate cross-functional stakeholders to turn strategy into results. They are comfortable working with executive stakeholders and rolling up their sleeves on hands-on enablement. They identify, manage, and mitigate risks, and establish repeatable partner management processes 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. Most major FSIs and niche SIs are based in D.C./Virginia, and proximity is critical to relationship-building and execution.

What You'll Achieve:

• Establish Asana’s FSI partner motion for public sector, supporting AsanaGov across recruitment, onboarding, enablement, and ongoing performance management. 
• Build and own relationships with priority federal SIs; target, engage, and progress large, named FSIs (e.g., GDIT, Booz Allen, Raytheon) into productive partners. 
• Drive a cohesive sell-through model between FSIs, Carahsoft (our distributor), and Asana channel CPMs; align operating rhythms, workflows, and performance tracking. 
• Create and run scalable partner enablement: deliver training, stand up “better together” materials, guide partner portal access, and establish repeatable playbooks. 
• Collaborate with AsanaGov leaders and Product to align partner motions with roadmap, integrations, and field enablement needs. 
• Proactively surface misalignment and risks across partners and internal teams; gain consensus on actions and track to resolution. 
• Define year-one MBOs; establish KPIs, reporting cadences, and mechanisms to measure partner productivity and pipeline impact. 
• Contribute to job description, interview panel alignment, and process to rapidly staff and operationalize the motion.

About you:

• Based in the Washington, D.C. area (required) to engage closely with the federal SI ecosystem.
• Deep understanding of the federal/public sector landscape and FSI ecosystem; security clearance preferred but not required if you know the market and stakeholders. 
• Hands-on operator who “checks ego at the door”; equally comfortable engaging C-levels and executing tactical enablement (e.g., portal access walkthroughs). 
• Experience recruiting, onboarding, and enabling partners; proven ability to take a net-new partner motion from concept to repeatable execution. 
• Familiarity working with distributors; experience collaborating with CareSoft 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
• 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 $172,000-$196,0000 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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