Senior enterprise software partnerships and channel leader based in Spain
Strategic Partnerships, Alliances & Channel Sales
Based in Málaga, Spain · 30 minutes from an international airport and AVE high-speed rail · Remote-first · Available for regular business travel across EMEA
Senior partnerships, channel sales and ecosystem growth professional with 20+ years in enterprise technology, including extensive partner-led GTM experience across Iberia. Background spans Coupa, Salesforce, Oracle, SAP, EMC and Sonaecom across SaaS, cloud, CRM, procurement technology, enterprise software, engineered systems and storage/infrastructure.
Selected Employers
Coupa Software
Salesforce
Oracle
SAP
EMC
Sonaecom
Executive Summary
Henrique is a senior partnerships and channel sales leader with extensive experience across enterprise software and technology. He has built and managed partner-led growth motions spanning strategic alliances, co-sell, joint go-to-market planning, partner-sourced pipeline and complex enterprise opportunities.
His approach combines commercial focus with structured execution, aligning Sales, Partners, Marketing, Product and other stakeholders around clear regional priorities.
LinkedIn Recommendations
Selected recommendations published on LinkedIn
“Henrique stands out for his strong communication skills, solution-oriented mindset, and highly professional approach to partner strategy. He builds trust easily and makes collaboration seamless.”
“He helped move things forward across local, regional, commercial and legal stakeholders, always with a practical mindset and a clear focus on the partner relationship.”
“Henrique was instrumental in supporting us throughout our first year in the European market.”
“He has effectively combined strategic insight, partner engagement, and internal collaboration to establish a strong foundation for channel growth.”
Case Studies
Two examples of building and activating partner-led growth motions in Iberia.
Building reseller capability through partner onboarding, account mapping, enablement, joint GTM and structured commercial execution.
Partner activation, differentiated GTM and pipeline governance across Spain and Portugal.
Core Expertise
Partner ecosystem development, strategic alliances, joint business planning and partner relationship governance.
Reseller programmes, partner-led revenue execution, pipeline development, opportunity qualification and forecasting.
Sales alignment, deal strategy, enterprise account planning and partner-supported sales cycles.
SaaS, cloud, CRM, procurement technology, enterprise software, engineered systems and storage/infrastructure commercial motions.
Recruiting, onboarding and enabling consulting, technology, reseller and services partners.
Iberia-focused go-to-market planning across Spain and Portugal, with broader EMEA experience through regional roles.
How Henrique Works
Partners and alliance leaders value Henrique for being trustworthy, reliable and consistent. He builds relationships through transparency, clear communication and follow-through — doing what he says he will do and taking commitments seriously.
His style is calm, thoughtful and low-ego. Rather than trying to be the loudest voice in the room, he listens, prepares carefully, works hard and stays focused on execution and getting things done.
Partner Ecosystem Experience
Across enterprise software roles in Iberia, Henrique has worked with global systems integrators, consulting firms, resellers, technology partners, services firms and distributors across joint go-to-market, co-sell, channel development and partner-led sales motions.
Accenture
KPMG
Capgemini
Telefónica Tech
VASS
Inetum
Seidor
Ayesa
Atos
Arrow ECS
Dynatos
Timestamp
CloudSmiths
LOBA
Selected organisations Henrique has worked with across partner, reseller, consulting and ecosystem motions. Logos shown for identification only and do not imply endorsement.
Additional partner ecosystem experience includes
Selected Achievements
Experience spanning SaaS, cloud, CRM, procurement technology, infrastructure and enterprise software.
Built the foundation for partner-led revenue growth in the market.
Responsible for pipeline generation, opportunity qualification, deal execution and forecasting across Oracle’s Portuguese enterprise customer base.
Career History
Coupa Software | Spain
Developed Coupa's partner ecosystem across Spain and Portugal, focused on partner-sourced pipeline, partner-influenced revenue and joint go-to-market execution.
Salesforce | Spain
Led partner-led revenue execution across Iberia, with additional partner coverage across Africa, supporting reseller, consulting and ecosystem partners in driving pipeline growth, deal progression and closed revenue.
Salesforce | Spain
Launched and scaled Salesforce’s reseller programme in Spain, recruiting, onboarding and enabling reseller and consulting partners around regional GTM priorities.
Oracle | Spain
Owned partner-led revenue execution across Iberia, working with reseller, consulting and technology partners to drive pipeline growth, cloud adoption and closed revenue.
Oracle | Spain
Owned enterprise technology sales across Iberia, managing sales cycles from opportunity identification and qualification through deal strategy, forecasting and closure.
Oracle | Spain
Expanded Oracle's systems and infrastructure business in the mid-market after the Sun Microsystems acquisition, collaborating with channel partners to drive deal execution.
SAP | Spain
Managed a portfolio of customers and prospects, identifying new revenue opportunities and supporting account expansion across SAP's installed base.
Oracle | Dublin, Ireland
Managed technology sales and licensing for the Portuguese market, including pipeline generation, opportunity qualification, deal execution and forecasting.
EMC, now Dell Technologies | Cork, Ireland
Developed the Portuguese mid-market business from within the EMEA sales organisation, focusing on new account creation, pipeline generation and disciplined sales execution.
Sonaecom | Lisbon, Portugal
Worked on early consumer internet services and led the design and development of Clix.pt's Webmail service with engineers and designers.
Geographic & Market Experience
Spain and Portugal partner ecosystem, channel sales, cloud adoption and enterprise software sales experience across Coupa, Salesforce and Oracle.
Based in Málaga, Spain, with professional experience across Coupa, Salesforce, Oracle and SAP and convenient access to international air and high-speed rail travel.
Portuguese market and Lisbon experience across Sonaecom, EMC and Oracle roles.
EMEA sales-organisation experience at EMC, an Iberia & Africa alliances remit at Salesforce, and direct experience working with South African partners, including CloudSmiths.
Experience supporting LATAM-based partners as they expanded into Iberia and broader EMEA.
Languages
English · Spanish · Portuguese
Lived and worked in Portugal, Ireland and Spain, with more than two decades working in international, multicultural teams.
Target Roles
Seeking senior remote-first roles based in Spain, with regular travel for partner, customer and internal meetings across EMEA.
Contact
For senior full-time opportunities in Strategic Partnerships, Alliances, Channel Sales and Partner Management, contact Henrique directly.