Mentoring
Colin Fernandes
Senior Director, Digital RevOps & GTM
Reguliersgracht 100 Amsterdam
Summary
Revenue Operations Enablement- and value-selling-driven digital marketing leader with over 30 years of experience scaling global go-to-market, ABM, and field programs across SaaS, AI, and cloud-native technologies. I specialise in equipping sales teams, partners, and developers with the tools, messaging, and content they need to drive adoption and close complex deals. With deep expertise in value proposition development, partner playbooks, and enablement strategies, I consistently accelerate pipeline growth and strengthen customer trust. Backed by a strong foundation in technical evangelism, SEO, and community building,
Overview
41
41
years of professional experience
Work History
Director, GTM Strategy & Field Enablement
UBiqube
07.2024 - Current
- Forged and cultivated strategic alliances across the SASE OpsLab ecosystem, leading to multiple joint GTM campaigns with SASE vendors, and their partner-led opportunities.
- Created streamlined, developer-ready enablement kits (messaging, blogs, playbooks, demos, and solution briefs), reducing partner ramp-up time and enabling clearer value communication at every sales touchpoint.
- Launched and scaled the SASE OpsLab community to foster developer-led security conversations, significantly boosting engagement and trust across social and partner channels.
- Successfully planned and executed high-impact partner field events and community summits, delivering increased lead conversion and ecosystem mindshare.
- Acted as a credible SASE Ops evangelist, articulating business value, and technical alignment to vendors, partners, customers, and key influencers.
Senior Director, Digital Marketing and Analytics
Sumo Logic
01.2022 - 09.2023
- Led global digital marketing and enablement strategy, targeting developer and security audiences across regions.
- Delivered 30+ high-impact assets that strengthened go-to-market alignment and elevated developer engagement across key campaigns.
- Optimized SEO and technical storytelling, boosting organic traffic by 50%.
- Produced 30+ customer success narratives to improve product validation and brand authority.
- Streamlined content operations, cutting delivery timelines by 50% with agile workflows.
Director, Product Marketing
Sumo Logic
01.2018 - 01.2022
- Spearheaded technical GTM strategy and product messaging for cloud-native security solutions.
- Launched ABM campaigns targeting developer personas, increasing MQL conversion by 40%.
- Partnered with AWS to co-create value propositions for AppSec observability tools.
- Orchestrated 20+ developer roundtables to foster community trust and brand equity.
Senior Market Development Manager, Telco BU
VMware
01.2016 - 01.2018
- Designed and executed go-to-market strategies to support telco private cloud transformation for Communication Service Providers.
- Delivered over $20 million in revenue by enabling developer and sales teams with value-based selling playbooks.
- Evangelized solutions at Gartner, Light Reading, and VMworld to position VMware as an industry leader.
Business Development Manager, Cloud Management BU
VMware
01.2015 - 01.2016
- Generated $100M in annual revenue through developer- and channel-focused enablement.
- Led monthly roadshows and deal clinics for technical stakeholders across enterprise accounts.
- Elevated positioning through content-driven sales assets, and customer-centric storytelling.
Sales & Channel Enablement Program Manager
VMware
10.2010 - 01.2015
- Developed and delivered training programs for over 5,000 professionals, significantly accelerating the adoption of cloud management solutions.
- Increased customer satisfaction by 20% and reduced sales cycles by 15%.
- Positioned as a lead evangelist for the Cloud Management BU across industry and media platforms.
Global Technical Marketing Manager
HPE Software
08.2006 - 09.2010
Product Marketing Manager and Evangelist
Mercury Interactive
03.2004 - 07.2006
Senior Pre-Sales Consultant
ATG Dynamo (now Oracle)
06.2000 - 03.2004
Senior Pre-Sales Consultant
IBM Tivoli
06.1997 - 06.2000
Senior Pre-Sales Consultant
Compuware
03.1991 - 05.1997
Systems Engineer
KPMG Peat Marwick
02.1988 - 03.1991
Principal Design Engineer
JP Morgan Grenfell
01.1985 - 02.1988
Education
Graduate Diploma - Computer Science
Southbank University
London, United Kingdom 04.2001 -
Skills
Enablement Strategy
Value-Based Selling
Go-To-Market (GTM) Strategy
Partner & Ecosystem Development
Content Strategy & SEO
Technical Evangelism
Account-Based Marketing
Community Building
Cross-Functional Leadership
Digital Transformation Execution
Interests
Music
Travelling
Culinary Exploration
Timeline
Director, GTM Strategy & Field Enablement
UBiqube
07.2024 - Current
Senior Director, Digital Marketing and Analytics
Sumo Logic
01.2022 - 09.2023
Director, Product Marketing
Sumo Logic
01.2018 - 01.2022
Senior Market Development Manager, Telco BU
VMware
01.2016 - 01.2018
Business Development Manager, Cloud Management BU
VMware
01.2015 - 01.2016
Sales & Channel Enablement Program Manager
VMware
10.2010 - 01.2015
Global Technical Marketing Manager
HPE Software
08.2006 - 09.2010
Product Marketing Manager and Evangelist
Mercury Interactive
03.2004 - 07.2006
Graduate Diploma - Computer Science
Southbank University
04.2001 -
Senior Pre-Sales Consultant
ATG Dynamo (now Oracle)
06.2000 - 03.2004
Senior Pre-Sales Consultant
IBM Tivoli
06.1997 - 06.2000
Senior Pre-Sales Consultant
Compuware
03.1991 - 05.1997
Systems Engineer
KPMG Peat Marwick
02.1988 - 03.1991
Principal Design Engineer
JP Morgan Grenfell
01.1985 - 02.1988
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