Channel Sales
Channel strategy, partner-led revenue motions and field alignment across enterprise software markets.
CHANNEL SALES & PARTNER-LED REVENUE
Turning channel strategy into pipeline and revenue execution
Partner Sales · Indirect GTM · Reseller Programmes · Joint GTM
Based in Málaga, Spain · Remote-first · Available for regular business travel across EMEA
Henrique Romana is a senior commercial professional with 20+ years of experience in enterprise technology, including extensive experience in channel sales, partner-led pipeline development, reseller motions and indirect go-to-market execution across Iberia.
Enterprise Technology Context
Experience across major enterprise technology environments
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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
Core Channel Sales Capabilities
Channel sales, partner sales and indirect GTM execution.
Partner Sales
Working with reseller, consulting and ecosystem partners to create and progress commercial opportunities.
Indirect Sales
Indirect go-to-market execution through partner routes, sales alignment and pipeline discipline.
Reseller Programmes
Recruiting, onboarding and enabling reseller partners around regional GTM priorities.
Partner-Sourced Pipeline
Building partner-sourced pipeline through joint planning, partner enablement and coordinated sales follow-through.
Pipeline Generation
Pipeline creation across partner-led and direct-sales motions.
Opportunity Qualification
Qualification of enterprise opportunities with partners and internal sales stakeholders.
Deal Execution
Commercial execution across complex enterprise opportunities and partner-involved sales cycles.
Forecasting
Forecasting discipline connected to pipeline quality, opportunity progression and regional priorities.
Joint GTM
Joint go-to-market planning across Spain, Portugal and wider EMEA contexts.
Partner Enablement
Enablement for reseller and consulting partners around regional sales priorities.
Enterprise Technology Sales
Enterprise technology sales experience across SaaS, cloud, CRM, procurement technology, systems, engineered systems, storage/infrastructure and enterprise software.
Selected Commercial Evidence
Factual examples from channel, partner sales and enterprise software roles.
Salesforce
Launched and scaled Salesforce’s reseller programme in Spain, recruiting, onboarding and enabling reseller and consulting partners around regional GTM priorities.
Coupa
Developed Coupa’s partner ecosystem across Spain and Portugal, focused on partner-sourced pipeline, partner-influenced revenue and joint go-to-market execution.
Oracle
Oracle experience spans channel and direct enterprise sales, including partner-led revenue execution across Iberia, pipeline generation, opportunity qualification, forecasting, enterprise deal execution, and cloud and infrastructure sales.
Commercial Profile
Comfortable in complex enterprise sales environments.
Henrique is comfortable operating in quota-carrying environments, individual contributor roles, complex enterprise sales cycles, partner-led and direct-sales collaboration, and regional GTM execution.
- Quota-carrying environments
- Individual contributor roles
- Complex enterprise sales cycles
- Partner-led and direct-sales collaboration
- Regional GTM execution
Working Style
Trusted, straightforward and dependable
Henrique works in a calm, thoughtful and low-ego way, with clear communication, careful preparation and consistent follow-through. He takes commitments seriously and stays focused on practical execution with partners and internal stakeholders.
Geographic / Working Model
Based in Málaga, serving Iberia and EMEA channel roles.
Working base
Based in Málaga, Spain. Remote-first and available for regular business travel across EMEA.
Iberia
Channel and partner sales experience across Iberia, including Spain and Portugal.
EMEA
Broader EMEA business context through enterprise technology roles and regional partner activity.
Role fit
Senior remote-first channel and partner sales roles based in Spain, with business travel for partner, customer and internal meetings.
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 channel or partner sales role?
For senior full-time opportunities in Channel Sales, Partner Sales, Indirect GTM and partner-led revenue execution, contact Henrique directly.