Strategic Partnerships
Partner ecosystem development, strategic alliances, joint business planning and partner relationship governance.
Henrique Romana | Enterprise software partnerships in Iberia and EMEA
Strategic partnerships and alliances leadership
Partner GTM · Co-sell · Partner-sourced pipeline · Ecosystem development
Based in Málaga, Spain · 30 minutes from an international airport and AVE high-speed rail · Remote-first · Available for regular business travel across EMEA
Henrique Romana is a senior partnerships, channel sales and ecosystem growth professional with 20+ years of experience in enterprise technology. This page focuses on his Strategic Partnerships, Alliances and Partner GTM experience across Iberia and broader EMEA, including co-sell execution, partner-sourced pipeline, joint go-to-market planning, reseller programmes, consulting and SI partners, ecosystem development and enterprise sales alignment.
Selected Employers
Enterprise technology experience
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Coupa Software
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Salesforce
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Oracle
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SAP
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EMC
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Sonaecom
Strategic Partnerships Focus
Turning partner strategy into commercial execution
Henrique has built and managed partner-led growth motions spanning strategic alliances, co-sell, joint go-to-market planning, partner-sourced pipeline and complex enterprise opportunities.
His partnerships work connects partner strategy with regional execution, aligning Sales, Partners, Marketing, Product and other stakeholders around clear Iberia priorities.
LinkedIn Recommendations
Trusted by partners and alliance leaders
Selected recommendations published on LinkedIn
“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.”
“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.”
“Henrique was instrumental in supporting us throughout our first year in the European market.”
Strategic Partnership Capabilities
Partnerships, alliances and partner GTM leadership for enterprise software markets.
Partner GTM
Joint GTM planning, co-sell execution, partner-sourced pipeline and sales alignment across enterprise opportunities.
Co-sell Execution
Sales alignment, deal strategy, enterprise account planning and partner-supported sales cycles.
Reseller Programmes
Recruiting, onboarding and enabling resellers around regional GTM priorities.
Consulting & SI Partners
Working with consulting, SI, technology and services partners across partner-led sales motions.
Enterprise Sales Alignment
Deal strategy, opportunity qualification, forecasting and enterprise account planning with partner involvement.
Regional GTM
Iberia-focused go-to-market planning across Spain and Portugal, with broader EMEA experience through regional roles.
Selected Evidence
Commercial evidence across partnerships, channel and partner GTM.
20+ years in enterprise technology across sales, partnerships, channel and product roles.
Experience spanning SaaS, cloud, CRM, procurement technology, infrastructure and enterprise software.
Launched and scaled Salesforce’s reseller programme in Spain.
Built the foundation for partner-led revenue growth in the market.
Managed Oracle technology sales and licensing for the Portuguese market.
Responsible for pipeline generation, opportunity qualification, deal execution and forecasting across Oracle’s Portuguese enterprise customer base.
How Henrique Works
Trusted, straightforward and dependable
Partners and alliance leaders value Henrique for being trustworthy, reliable and consistent. He builds relationships through transparency, clear communication and follow-through — doing what he says he will do and taking commitments seriously.
His style is calm, thoughtful and low-ego. Rather than trying to be the loudest voice in the room, he listens, prepares carefully, works hard and stays focused on execution and getting things done.
Partner Ecosystem Experience
Experience working across global and regional partner ecosystems
Across enterprise software roles in Iberia, Henrique has worked with global systems integrators, consulting firms, resellers, technology partners, services firms and distributors across joint go-to-market, co-sell, channel development and partner-led sales motions.
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Accenture
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KPMG
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Capgemini
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Telefónica Tech
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VASS
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Inetum
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Seidor
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Ayesa
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Atos
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Arrow ECS
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Dynatos
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Timestamp
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CloudSmiths
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LOBA
Selected organisations Henrique has worked with across partner, reseller, consulting and ecosystem motions. Logos shown for identification only and do not imply endorsement.
Additional partner ecosystem experience includes
- LINK Consulting
- Glintt
- ABAST
- Neteris
- Natureh
- Noronesc
- LKS Next
- PG Consulting
- Parameta
Career History
Enterprise technology and channel leadership
Apr 2025 - Jul 2026
Partner Business Manager
Coupa Software | Spain
Developed Coupa's partner ecosystem across Spain and Portugal, focused on partner-sourced pipeline, partner-influenced revenue and joint go-to-market execution.
Feb 2024 - Apr 2025
Alliances & Channel Senior Manager, Iberia & Africa
Salesforce | Spain
Led partner-led revenue execution across Iberia, with additional partner coverage across Africa, supporting reseller, consulting and ecosystem partners in driving pipeline growth, deal progression and closed revenue.
Oct 2021 - Apr 2024
Alliances & Channel Manager, Spain
Salesforce | Spain
Launched and scaled Salesforce’s reseller programme in Spain, recruiting, onboarding and enabling reseller and consulting partners around regional GTM priorities.
Jun 2017 - Dec 2020
Alliances & Channel Manager
Oracle | Spain
Owned partner-led revenue execution across Iberia, working with reseller, consulting and technology partners to drive pipeline growth, cloud adoption and closed revenue.
Jun 2014 - May 2017
Senior Technology Account Manager
Oracle | Spain
Owned enterprise technology sales across Iberia, managing sales cycles from opportunity identification and qualification through deal strategy, forecasting and closure.
Oct 2011 - May 2014
Systems Account Manager
Oracle | Spain
Expanded Oracle's systems and infrastructure business in the mid-market after the Sun Microsystems acquisition, collaborating with channel partners to drive deal execution.
Aug 2010 - Sep 2011
Senior Account Manager
SAP | Spain
Managed a portfolio of customers and prospects, identifying new revenue opportunities and supporting account expansion across SAP's installed base.
Aug 2008 - Aug 2010
Technology Account Manager
Oracle | Dublin, Ireland
Managed technology sales and licensing for the Portuguese market, including pipeline generation, opportunity qualification, deal execution and forecasting.
Apr 2006 - Jul 2008
Business Development Specialist
EMC, now Dell Technologies | Cork, Ireland
Developed the Portuguese mid-market business from within the EMEA sales organisation, focusing on new account creation, pipeline generation and disciplined sales execution.
Sep 1999 - May 2005
Product Manager
Sonaecom | Lisbon, Portugal
Worked on early consumer internet services and led the design and development of Clix.pt's Webmail service with engineers and designers.
Geographic & Market Experience
Deep Iberia expertise. Broader EMEA experience.
Iberia
Spain and Portugal partner ecosystem, channel sales, cloud adoption and enterprise software sales experience across Coupa, Salesforce and Oracle.
Spain
Based in Málaga, Spain, with professional experience across Coupa, Salesforce, Oracle and SAP and convenient access to international air and high-speed rail travel.
Portugal
Portuguese market and Lisbon experience across Sonaecom, EMC and Oracle roles.
EMEA & Africa experience
EMEA sales-organisation experience at EMC, an Iberia & Africa alliances remit at Salesforce, and direct experience working with South African partners, including CloudSmiths.
LATAM partner expansion
Experience supporting LATAM-based partners as they expanded into Iberia and broader EMEA.
International experience
Languages
English · Spanish · Portuguese
Lived and worked in Portugal, Ireland and Spain, with more than two decades working in international, multicultural teams.
Target Roles
Senior partnerships, alliances, channel and partner GTM roles.
Seeking senior remote-first roles based in Spain, with regular travel for partner, customer and internal meetings across EMEA.
- Strategic Partnerships / Partner Business Development
- Alliances / Ecosystem
- Channel Sales / Partner Sales
- Partner GTM / Co-sell
- Regional Partner / Commercial Leadership
“He has effectively combined strategic insight, partner engagement, and internal collaboration to establish a strong foundation for channel growth.”
CASE STUDIES
Partner strategy translated into commercial execution
Selected examples of building and activating partner-led growth motions across Iberia.
Launching a Reseller Motion in Spain and Scaling Partner GTM Across Iberia
Building reseller capability through partner onboarding, account mapping, enablement, joint GTM and structured commercial execution.
View Salesforce Case Study
Activating the Iberian Partner Ecosystem for Commercial Execution
Partner activation, differentiated GTM and pipeline governance across Spain and Portugal.
View Coupa Case StudyContact
Recruiter and hiring manager contact.
For senior full-time opportunities in Strategic Partnerships, Alliances, Channel Sales and Partner Management, contact Henrique directly.