PARTNERSHIPS · ALLIANCES · PARTNER GTM
I decide where to focus, agree account priorities with partners and Sales, and follow opportunities through to the next commercial step.
My experience spans reseller, consulting, SI, technology and services partners across Iberia and broader international markets.
Málaga, Spain · Remote Europe / EMEA · Regular business travel
CAREER EXPERIENCE
Logos shown for identification only and do not imply endorsement.
SELECTED PARTNERSHIP WORK
I launched Salesforce’s reseller programme in Spain, recruited and enabled partners, and worked with account teams on target customers and active opportunities.
ResultThe programme delivered sustained year-on-year growth in partner-sourced closed-won revenue across FY23–FY25.
View Salesforce case study
I re-engaged existing partners, recruited new ones where coverage was missing, and worked with Sales on qualification, ownership and next actions.
ResultThe work created new partner-sourced pipeline and clearer governance around partner opportunities.
View Coupa case study
Owned partner-led revenue execution across Iberia, working with reseller, consulting and technology partners around pipeline growth, cloud adoption and enterprise opportunity execution.
ResultManaged direct enterprise technology sales, including qualification, deal strategy, forecasting and closure.
PARTNER PORTFOLIO MANAGEMENT
As an individual contributor, I have directly managed portfolios ranging from emerging specialists to larger strategic partners, adapting the level of support and commercial focus to each relationship.
I prioritise each relationship by market opportunity, customer access and capability, then agree practical account, pipeline and GTM actions with clear ownership.
PARTNER ECOSYSTEM EXPERIENCE
Across my enterprise software roles in Iberia, I have worked with global systems integrators, consulting firms, resellers, technology partners, services firms and distributors. The work has included joint account planning, co-sell, channel development and partner-led sales.
Accenture
KPMG
Capgemini
Telefónica Tech
VASS
Inetum
Seidor
Ayesa
Atos
Arrow ECS
Dynatos
Timestamp
CloudSmiths
LOBA
Axians Portugal
LKS Next
PG Consulting
Parameta
Selected organisations I have worked with across partner, reseller, consulting and ecosystem roles. Logos shown for identification only and do not imply endorsement.
Additional partner ecosystem experience includes
WORKING STYLE
Partners and alliance leaders describe me as trustworthy, reliable and consistent. In day-to-day work, I keep priorities, responsibilities and the commercial objective clear.
I work calmly and directly with partners and internal teams, agree ownership early and follow up on the actions we set.
Other recommendations“He has effectively combined strategic insight, partner engagement, and internal collaboration to establish a strong foundation for channel growth.”
RECOMMENDATIONS
“He is honest, approachable and always focused on maintaining constructive relationships with partners.”
“I worked with Henrique on the Accenture alliance at Coupa, with him managing the relationship locally in Iberia while I was leading the alliance at EMEA level. (...) He was reliable, transparent and took real ownership of the topics we worked on together. 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. (...) I would be happy to work with him again and warmly recommend him.”
“I’ve really enjoyed working with Henrique as part of the collaboration between Coupa and LKS Next.
He combines professionalism with a very approachable and collaborative style, making it easy to build trust and work towards shared goals. Henrique is always looking for ways to strengthen relationships and create value on both sides.
I would gladly work with him again and highly recommend him to anyone looking to build a strong partner ecosystem.”
“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.”
“Henrique was instrumental in supporting us throughout our first year in the European market.”
“Henrique is a brilliant and gifted Channel Manager who really understands partners.”
“Vast experience in technology solution selling as well as in partner management, driven for results with a strong focus on customer success.”
“regarding Partners relationship he has a great skill of empatize and always trying to help to boost the relationships, searchong win/win solutions.”
PARTNERSHIPS CAREER
Apr 2025 – Jul 2026
Partner Business Manager
Developed Coupa’s partner ecosystem across Spain and Portugal, focused on partner-sourced pipeline, partner-influenced revenue and joint GTM execution.
Feb 2024 – Apr 2025
Alliances & Channel Senior Manager, Iberia & Africa
Led partner-led revenue execution across Iberia with additional partner coverage across Africa.
Oct 2021 – Apr 2024
Alliances & Channel Manager, Spain
Launched and scaled the reseller programme in Spain.
Jun 2017 – Jun 2020
Alliances & Channel Manager
Owned partner-led revenue execution across Iberia with reseller, consulting and technology partners.
I’m open to senior full-time roles across Europe and EMEA where partner activation, joint GTM and ecosystem growth are central to the brief.