CASE STUDIES

Commercial execution in practice.

Real examples of turning partner, channel and GTM strategy into pipeline, sales activity and measurable commercial outcomes.

The cases explain the commercial problem, Henrique’s contribution, how the work was carried out and the result.

FEATURED CASES

Selected work at Salesforce and Coupa.

Salesforce · Alliances & Channel Senior Manager, Iberia & Africa

Challenge: Spain needed a viable reseller-led route to market.
My contribution: I launched the programme, recruited and enabled partners, and worked with account teams on target customers and active opportunities.
Result: The programme delivered sustained year-on-year growth in partner-sourced closed-won revenue across FY23–FY25.

Coupa Software · Partner Business Manager

Challenge: Some relationships needed to be restarted, and opportunity ownership and next actions needed to be clearer.
My contribution: I re-engaged existing partners, recruited new ones and worked with Sales to qualify and progress opportunities more consistently.
Result: The work created new partner-sourced pipeline and clearer governance around partner opportunities.

I’m open to full-time roles across Europe and EMEA where this experience is relevant.

Málaga, Spain