Federal Systems Integrator, 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 Asana Gov 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 Carah Soft 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.

• Establish Asana’s FSI partner motion for public sector, supporting Asana Gov 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 Asana Gov 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.

• 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 Carah Soft 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…