RECRUITER BRIEF

Senior partnerships, alliances and channel operator in enterprise technology.

Targeting full-time senior individual-contributor roles as Partner Business Manager/Director or Channel Account Manager/Director across Europe and EMEA.

At Salesforce, I launched the reseller programme in Spain, recruited and enabled partners and worked with account teams on active opportunities. At Coupa, I re-engaged existing partners, recruited new ones and worked with Sales on qualification, ownership and next actions.

Download CV
View LinkedIn profile henrique@henriqueromana.com View Career

ROLE FIT

Best fit for senior commercial partnership roles.

  • Strategic Partnerships
  • Alliances
  • Channel Sales
  • Partner Sales
  • Partner GTM
  • Indirect / Reseller GTM

The strongest fit is where the role combines partner relationships with pipeline creation, Sales alignment and commercial execution.

SELECTED PROOF

Two examples that show how I work.

Launching a Reseller Motion in Spain

Problem
Spain needed a viable reseller-led route to market.
My contribution
I launched and scaled the reseller programme, worked with partners on account mapping and GTM priorities, and aligned partner activity with Salesforce account teams.
Result
The programme delivered sustained year-on-year growth in partner-sourced closed-won revenue across FY23–FY25.
View Salesforce case study

Activating the Iberian Partner Ecosystem

Problem
Some relationships needed restarting, 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.
View Coupa case study

HOW I OPERATE

Direct ownership of partner relationships and commercial execution.

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 me to work directly with partners, Sales teams and internal stakeholders rather than manage through a large internal organisation.

RELEVANT EXPERIENCE

Recent roles most relevant to current searches.

  1. COUPA SOFTWARE

    Partner Business Manager

    –

    Partner ecosystem development across Spain and Portugal, partner-sourced pipeline, partner-influenced revenue and joint GTM execution.

  2. SALESFORCE

    Alliances & Channel Senior Manager, Iberia & Africa

    –

    Partner-led revenue execution across Iberia, with additional partner coverage across Africa.

  3. SALESFORCE

    Alliances & Channel Manager, Spain

    –

    Launched and scaled the reseller programme in Spain.

  4. ORACLE

    Alliances & Channel Manager

    –

    Partner-led revenue execution across Iberia with reseller, consulting and technology partners.

View full Career

WORKING MODEL

Location, working model and languages.

Based in
Málaga, Spain
Region
Europe / EMEA
Working model
Remote-first
Travel
Regular business travel where required
Languages
English · Spanish · Portuguese

RECOMMENDATIONS

What partners say about working with me.

“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.”

Xavier De GroveAccenture EMEA Partner Director, CoupaView all recommendations

NEXT STEP

Useful information before a first conversation.

For the full detail, download my CV. For a quicker overview of my experience and how I work, see the Recruiter Brief.

Download CVView Career View Case Studies LinkedIn Contact

Interested in discussing a role?

For a relevant senior full-time role across Europe or EMEA, I’m available to discuss fit, scope and timing.

Discuss an opportunity
henrique@henriqueromana.comDownload CVLinkedIn

Málaga, Spain