CAREER

From enterprise sales to partner-led commercial execution.

I have spent more than two decades as a commercial operator in enterprise technology, moving from direct Sales into channel, alliances and partner-led GTM.

That mix matters in partnership roles because I understand both sides of the commercial motion: what partners need in order to contribute, and what Sales teams need from partners to progress real opportunities.

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Málaga, Spain · Remote Europe / EMEA · Regular business travel

CAREER EXPERIENCE

  • Coupa Software
  • Salesforce
  • Oracle
  • SAP
  • EMC
  • Sonaecom

Logos shown for identification only and do not imply endorsement.

EXECUTIVE SNAPSHOT

Career progression at a glance.

Career progression

I moved from business development at EMC into enterprise sales at Oracle and SAP, then into alliances and channel roles at Oracle, Salesforce and Coupa.

Working model

Málaga, Spain · Europe / EMEA · Remote-first · English · Spanish · Portuguese

View selected case studies

CAREER HISTORY

Relevant experience.

  1. –

    Coupa Software

    Partner Business Manager · Spain and Portugal

    Managed partner relationships across Spain and Portugal, working with partners and internal teams on joint business plans, qualification and deal execution.

  2. –

    Salesforce

    Alliances & Channel Senior Manager, Iberia & Africa

    Held expanded responsibility across Iberia and Africa, aligning partners with regional Sales priorities and opportunity execution.

  3. –

    Salesforce

    Alliances & Channel Manager, Spain

    Launched and scaled the reseller programme in Spain, working with reseller and consulting partners on enablement, account priorities and joint execution.

  4. 2020–2021

    Career Transition

    Took a career break after Oracle while looking for my next role, while also running a small Ethereum mining side project.

  5. –

    Oracle

    Alliances & Channel Manager · Iberia

    Owned partner-led revenue execution across Iberia, including strategic partner relationships, joint account planning, pipeline development and cloud adoption.

  6. –

    Oracle

    Senior Technology Account Manager · Spain

    Managed direct enterprise technology sales across Iberia, with responsibility for qualification, deal strategy, forecasting and closure.

  7. –

    Oracle

    Systems Account Manager · Spain

    Worked with enterprise customers on infrastructure technology opportunities and commercial account development.

  8. –

    SAP

    Senior Account Manager · Spain

    Managed enterprise customer relationships and software sales opportunities.

  9. –

    Oracle

    Technology Account Manager · Dublin, Ireland

    Managed technology sales opportunities in an international enterprise sales environment.

  10. –

    EMC

    Business Development Specialist · Cork, Ireland

    Developed customer opportunities for enterprise information infrastructure solutions.

  11. –

    Sonaecom

    Product Manager · Lisbon, Portugal

    Managed product responsibilities in the Portuguese telecommunications market.

HOW I OPERATE

How I work as an individual contributor.

As an individual contributor, I have managed diverse partner portfolios—from emerging specialists to larger strategic partners—aligning each relationship with clear commercial priorities and execution plans.

My roles have typically required direct ownership: working with partners, Sales teams and internal stakeholders myself rather than managing through a large internal team.

COMMERCIAL EXPERIENCE

Experience on both sides of the sales motion.

DIRECT SALES

Enterprise customer execution

I worked directly with enterprise customers, qualified complex requirements, shaped deal strategy, managed forecasts and progressed technology sales through closure.

PARTNER-LED SALES

Commercial execution with partners

I have recruited and enabled resellers, managed partner portfolios, worked co-sell opportunities and kept partners and Sales aligned on ownership and next actions.

That combination helps me understand where direct and indirect sales motions need to connect, and where they often break down.

MARKET EXPERIENCE

Market experience across Iberia and international roles.

IBERIA

Spain and Portugal enterprise technology, channel and partner experience.

EMEA / REGIONAL

Iberia responsibilities with additional Africa partner coverage and experience working in EMEA-based multinational organisations.

INTERNATIONAL

Worked professionally across Portugal, Ireland and Spain in multinational technology environments.

Languages English · Spanish · Portuguese

Location Málaga, Spain · Remote-first · Regular EMEA business travel

RECOMMENDATIONS

Perspectives from across my career.

“He was reliable, transparent and took real ownership of the topics we worked on together.”

Xavier De GroveAccenture EMEA Partner Director, Coupa
Read all recommendations

FOR RECRUITERS

Need the full chronology?

The CV contains the complete role history, dates and detailed responsibilities. The Recruiter Brief provides a shorter view of role fit, scope and working style.

DIGITAL FLUENCY

I built and maintain henriqueromana.com myself. I use AI-assisted development tools to help with implementation, testing and ongoing improvements.

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CONTACT

Interested in discussing a role?

I’m based in Málaga and open to senior individual-contributor partnerships, alliances and channel roles across Europe and EMEA.

Email Henrique Schedule a 20-minute call henrique@henriqueromana.com
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