Dino Morapitiya
Melbourne,VIC
Summary
Result driven sales professional with over 08 years of experience securing and growing major, complex contracts. Collaborates with sales groups to develop comprehensive business strategies, expanding territories and market share. Excels in competitive platforms, delivering attractive proposals in alignment with corporate needs.
Overview
7
7
years of professional experience
Work History
Corporate Account Manager
Lumify Group
02.2024 - Current
- Developed strong relationships with key clients, leading to increased revenue and repeat business.
- Actively contributing to Lumify's expansion within Australia's largest enterprises (Bupa, Kmart Group, Accenture, Aveng Group, Asahi, Dulux Group , etc.)
- Optimized account profitability by closely monitoring financial metrics, adjusting pricing strategies as needed based on market conditions or competitive pressures.
- Closely working with marketing to build new strategy for promotions and account based selling.
- Conducted regular account reviews, ensuring alignment with client objectives and addressing any challenges proactively.
- Identify opportunities to build strategic partnerships at the enterprise level (e.g., vendor agreements, Channel).
- Developed, serviced and grew corporate accounts up to 40% annually.
Business Development Representative
Lumify Group
06.2022 - 02.2024
- Increased client base by identifying potential customers and initiating strategic outreach.
- Conduct independent research and data-gathering activities for prospect new logos. (using tools like: Sales Navigator and Zoominfo for who’s who & business insights, industry analysis, and company websites.
- Gain an appropriate understanding of client's Business strategy, goals, priorities, and issues and the different types of spending opportunities (Cloud, Process, Cybersecurity etc).
- Collaborated closely with marketing teams to develop targeted campaigns for lead generation.
- Conducting sales calls and face-to-face meetings and sales presentations with key decision makers.
- Use CRM systems to update all the information and mange full sales cycle to enhancing the efficiency and productivity.
- Managing healthy pipeline and conversion rate to achieve monthly and quarterly and annual sales targets.
- Opened over 274 new accounts, exceeding revenue goals 75%.
- Trained and mentored junior sales representatives, fostering a supportive team environment and facilitating professional growth.
Founder
Liontaria Solutions Pty Ltd.
07.2020 - 06.2022
- Developed strong partnerships with other businesses to allow for collaboration and more significant opportunities for growth.
- Established a successful business by identifying market needs and developing innovative solutions based on MYOB and Shopify.
- Recruited, trained, and managed a team of 8.
- Led the strategic planning process to define business goals and ensure alignment across all departments.
Business Development Executive
Access Cleaning Supplies
02.2019 - 06.2020
- Built strong relationships with clients, leading to increased customer satisfaction and repeat business.
- Increased client base by identifying and pursuing new business opportunities through market research and networking.
- 180% Portfolio growth during the 2019 to 2020 period.
- Established and maintained highly effective relationships with clients and industry partners to drive growth.
- Collaborate with the management, overseas marketing and web developing team to build new go to market strategies.
Technical Sales Engineer
Techneed Pty Ltd
09.2017 - 12.2018
- Partnered closely with project management teams to ensure smooth handoffs between pre-sales activities and implementation phases.
- Supported marketing initiatives by providing subject matter expertise on products and technology trends for content creation.
- Enhanced company reputation within the industry through participation in trade shows, conferences, and other networking events.
- Delivered detailed product demonstrations, highlighting unique features and benefits to prospective customers.
- Developing technical solutions related to IoT, M2M, and Cloud-related products.
- Managing all technical aspects of RFP / RFI responses.
Education
Bachelor of Science - Software Engineering
University of The West of England
UWE Bristol - Stoke Gifford, England 10.2017
Skills
- Sales tactics
- Client Relationship Building
- Revenue Generation
- Teamwork and Collaboration
- Time Management
Accomplishments
- Award and recognition for Lumify Work most valued person (MVP) in 2023 financial year.
- Highest number of new logo acquisitions and revenue in a single financial year (FY 2022 – 274 new acquisitions)
- Represented Lumify in Cybercon Melbourne, AWS Cloud Day, ITSMF Australia National Service Management Conference and Land Force 2024.
Timeline
Corporate Account Manager
Lumify Group
02.2024 - Current
Business Development Representative
Lumify Group
06.2022 - 02.2024
Founder
Liontaria Solutions Pty Ltd.
07.2020 - 06.2022
Business Development Executive
Access Cleaning Supplies
02.2019 - 06.2020
Technical Sales Engineer
Techneed Pty Ltd
09.2017 - 12.2018
Bachelor of Science - Software Engineering
University of The West of England
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