Reseller programme · Partner GTM · Iberia
STRATEGIC ALLIANCES
Building alliances that work commercially
Partner Ecosystems · GSI / SI Alliances · Partner GTM · Co-sell
Based in Málaga, Spain · Remote-first · Available for regular business travel across EMEA
Henrique Romana combines enterprise sales experience with extensive partner and alliance experience across Salesforce, Coupa and Oracle. His work has focused on aligning partners, sales teams and internal stakeholders around practical GTM priorities, pipeline development, co-sell execution and complex enterprise opportunities.
Enterprise Technology Context
Alliance experience across Salesforce, Coupa and Oracle
Partner ecosystem · Pipeline · Spain & Portugal
Channel alliances · OCI ecosystem · Iberia
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
Alliance Capabilities
Strategic alliances, partner GTM and ecosystem execution.
Strategic Alliances
Alliance execution across enterprise software partner ecosystems and regional commercial priorities.
Partner Strategy
Partner planning, ecosystem focus and practical alignment around market priorities.
Joint GTM
Joint go-to-market planning with partners, sales teams and regional stakeholders.
Co-sell
Co-sell execution connected to pipeline development and complex enterprise opportunities.
Joint Account Planning
Planning around target accounts, opportunity qualification and partner-supported sales cycles.
Partner Enablement
Partner onboarding and enablement around regional GTM priorities and sales execution.
Ecosystem Development
Developing partner ecosystems across consulting, reseller, technology and services contexts.
Consulting Partners
Working with consulting firms around enterprise opportunities and partner-led motions.
Systems Integrators
GSI / SI alliances experience across enterprise technology and regional partner activity.
Resellers
Reseller programme execution, partner recruitment, onboarding and enablement.
Cross-functional Alignment
Aligning Sales, Partners, Marketing, Product and other stakeholders around execution priorities.
Enterprise Opportunity Support
Supporting complex enterprise opportunities through partner, sales and stakeholder coordination.
How Henrique Works
Trusted, straightforward and dependable
Henrique works with alliance stakeholders through trust, transparency, reliability and follow-through. His style is calm, thoughtful and low-ego, with careful preparation, hard work and a clear focus on execution.
“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.”
Geographic Positioning
Iberia-led alliance experience with broader EMEA context.
Iberia
Alliance, partner GTM and channel experience across Iberia, including Spain and Portugal.
Spain
Based in Málaga, Spain. Remote-first and available for regular business travel across EMEA.
EMEA
Broader EMEA business context through enterprise technology roles and regional partner activity.
Africa partner coverage
Additional partner coverage across Africa during Salesforce Iberia & Africa remit, including direct experience working with South African partners such as CloudSmiths.
LATAM partner expansion
Experience supporting LATAM-based partners expanding 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.
“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 StudyRecruiter CTA
Recruiting for a senior alliances or ecosystem role?
For senior full-time opportunities in Strategic Alliances, Partner Alliances, GSI / SI Alliances, Ecosystem and Partner GTM, contact Henrique directly.