DIRECT ENTERPRISE SALES
Commercial ownership with enterprise customers
Roles at EMC, Oracle and SAP built experience in customer engagement, qualification, deal strategy, forecasting and complex technology sales.
CAREER
From enterprise sales to partner-led commercial execution.
I have spent more than two decades in enterprise technology across direct Sales, 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.
Málaga, Spain · Remote Europe / EMEA · Regular business travel
CAREER EXPERIENCE
Selected career experience
Logos shown for identification only and do not imply endorsement.
CAREER PROGRESSION
A commercial career that moved from direct Sales into partner-led growth.
CHANNEL & PARTNER SALES
Working through indirect routes to market
At Oracle and Salesforce, the focus moved toward reseller programmes, partner-led pipeline, channel execution and alignment between partners and Sales.
PARTNERSHIPS & ALLIANCES
Direct ownership of partner-led execution
Recent roles at Salesforce and Coupa centred on partner portfolios, joint GTM, partner activation, pipeline governance and commercial relationship management.
CAREER HISTORY
Relevant experience.
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Coupa Software
Partner Business Manager · Spain and Portugal
Developed the partner ecosystem across Spain and Portugal, originated approximately US$2.9M in open partner-sourced pipeline across Iberia in one quarter, and worked with partners and internal teams on joint business plans, qualification and deal execution.
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Salesforce
Alliances & Channel Senior Manager, Iberia & Africa
Led partner-led revenue execution across Iberia with additional Africa coverage, supporting opportunities from identification and qualification through deal strategy, forecasting and closure.
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Salesforce
Alliances & Channel Manager, Spain
Launched and scaled the reseller programme in Spain, enabled reseller and consulting partners, and developed joint pipeline plans that supported closed-won customer revenue.
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Oracle
Alliances & Channel Manager · Iberia
Owned partner-led revenue execution across Iberia, including strategic partner relationships, joint account planning, pipeline development and cloud adoption.
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Oracle
Senior Technology Account Manager · Spain
Managed direct enterprise technology sales across Iberia, with responsibility for qualification, deal strategy, forecasting and closure.
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Oracle
Systems Account Manager · Spain
Worked with enterprise customers on infrastructure technology opportunities and commercial account development.
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SAP
Senior Account Manager · Spain
Managed enterprise customer relationships and software sales opportunities.
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Oracle
Technology Account Manager · Dublin, Ireland
Managed technology sales opportunities in an international enterprise sales environment.
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EMC
Business Development Specialist · Cork, Ireland
Developed customer opportunities for enterprise information infrastructure solutions.
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Sonaecom
Product Manager · Lisbon, Portugal
Managed product responsibilities in the Portuguese telecommunications market.
COMMERCIAL EXPERIENCE
Experience on both sides of the sales motion.
DIRECT SALES
Enterprise customer execution
Experience engaging enterprise customers directly, qualifying complex requirements, shaping deal strategy, managing forecasts and progressing technology sales through closure.
PARTNER-LED SALES
Commercial execution with partners
Experience across reseller motions, partner-sourced pipeline, co-sell, partner activation, joint GTM, opportunity governance and alignment between partners and Sales.
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.
RECOMMENDATIONS
What partners and alliance leaders say.
“He is honest, approachable and always focused on maintaining constructive relationships with partners.”
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.
Interested in working together?
I am seeking senior full-time roles in partnerships, alliances, channel sales and partner GTM across Europe and EMEA.