Hans Trevin Walpola
Cirencester,Gloucestershire
Summary
Dynamic enterprise sales professional with over 7 years' experience in solution selling within the IT & Software industry, specializing in value-based sales to large enterprises, government, and critical sectors. Proven track record of cultivating C-level relationships, navigating complex multi-stakeholder deals, and driving revenue growth through strategic account planning and cross-functional collaboration. I am looking to join an organisation to further grow my knowledge and better enhance my life and the lives of the people around me.
Overview
8
8
years of professional experience
Work history
Account Manager
Loop1 UK LTD
01.2022 - 08.2025
- Taking experience from my previous role as a technical SE, I have a good technical understanding of technology & security solutions and the need for organisations to mesh silos to better integrate and collaborate to understand the impact of business services.
- Analysed territory potential in North & Central UK, developing data-driven sales strategies to maximise revenue, growing ARR from $500K to $1.1M in two years through targeted outbound efforts and value-selling approaches.
- Converted trial users to paid subscriptions by requirement gathering, understanding customer pain points, and guiding customers through demo sessions.
- Led multi-threaded sales cycles engaging 6–10 stakeholders per deal, including C-suite, to close complex contracts averaging $100K+ ARR, utilising critical thinking to overcome roadblocks and deliver tailored business cases.
- Provide weekly, monthly, and quarterly sales forecasts to leadership.
- Generate new leads through cold calling, marketing campaigns, Tech workshops, onsite visits, and demos by collaborating with SE's.
- Using tools such as ZoomInfo & Lusha to target specific customers, generating net new pipeline.
- Organising events such as DTX London & Manchester to generate net new pipeline.
- Provided accurate weekly, monthly, and quarterly sales forecasts using tools like NetSuite & hubspot, maintaining forecasting accuracy akin to MEDDPICC methodologies.
- Achievements:
- Q1 2025: Achieved 101% of quota toward a $1.075M annual target.
- 2024: Hit 100% of a $1M target.
- 2023: Reached 80% of a $1M quota.
- 2022: Achieved 110% of a $700K target.
- Loopster of the quarter recognition for hitting 110% of my Q1 quota.
- SolarWinds EMEA Partner of the year 2024 & 2022.
Renewals Representative/ Business Development Middle East & Africa Region
Loop1 LLC
05.2021 - 12.2022
- I was tasked with managing end-to-end SolarWinds software license renewal process for clients across Middle East and Africa region.
- Maintained and expanded relationships with existing accounts, ensuring timely renewals prior to license expiry.
- Key Achievements –
- Grew SolarWinds MEA region from $250K market to $400K ARR market. Achieved this by demonstrating the value proposition of ongoing support and re-engaging non-renewing clients through strategic outreach.
- Drove incremental revenue by upselling add-on SolarWinds products, training, and professional services.
- Delivered tailored professional services to help clients optimise and scale their SolarWinds instances, increasing product value realisation.
- Partnered closely with SolarWinds sales reps in Middle East and Africa for tenders that required the purchase of licenses and professional services, increasing market penetration.
- Identified upsell opportunities during renewal cycles, increasing revenue through add-on services and training packages.
- Collaborated with internal sales, customer success, and support teams to streamline client experience and optimise contract execution.
- Educated clients on product roadmap, value realisation, and new features to reinforce renewal value proposition.
- Utilised Oracle Netsuite to manage pipeline, track renewals, and generate accurate forecasts.
- Demonstrated cultural awareness and adaptability in working with diverse stakeholders across multiple time zones.
- Consistently exceeded monthly and quarterly renewal targets and KPIs while still generating leads for account executives in the APJ region.
Business Development Representative Asia Pacific Region
Loop1 LLC
05.2020 - 05.2021
- Tasked with generating pipeline for Account executives in the Asia pacific (APJ) region.
- Collaborated with SolarWinds executives and distributors in the region to generate pipeline for Loop1 account executives.
- Researched and qualified inbound and outbound leads to ensure strong pipeline growth.
- Tasked with ensuring the renewal of 50+ existing SolarWinds & managed service customers in the APJ region.
- Scheduled discovery calls and product demos between prospects and Account Manager.
- Maintained a high volume of daily activities
- Achievement /performance - Led in sales qualified leads conversion rate of 12.53% in Q3 2020, averaging a call rate of 33 calls/day.
- Generated over 100,000 USD of software pipeline for the sales executives in 2020.
- 100% customer retention on renewals for Q3 & Q4 2020.
- Collaborated closely with marketing on targeted outreach campaigns and lead nurturing.
- Met or exceeded monthly KPIs for meetings booked, qualified leads, and pipeline contribution.
- Participated in regular pipeline reviews and forecasting with sales leadership.
Sales Engineer
Engenuity Pvt Ltd
02.2018 - 05.2020
- Product Positioning & Product Demonstrations – Dell EMC, Cisco, Logitech, HP, Fortinet.
- Account Management
- Creating Technical & Financial Proposals
- Prospecting for new customers by cold calling, email outreach with the end goal of scheduling onsite client visit.
- Identifying potential leads and creating proposals which includes pricing information along with timelines and resource estimates.
- Creating Cisco & Dell BoMs for customer requirements.
- Customer Requirement Gathering.
- Excellent Product Knowledge in Dell, HP, Lenovo Client Solutions (Laptops, PC's, Thin Clients, Workstations)
- Basic Pre Sales activities (Product Positioning – Dell EMC, VMware, Cisco, Logitech, HP)
Internship
Engenuity Pvt Ltd
08.2017 - 08.2018
- Prospected new business opportunities through cold calling, email outreach, and LinkedIn messaging.
- Researched and qualified inbound and outbound leads to ensure strong pipeline growth.
- Scheduled discovery calls and product demos between prospects and Account Manager.
- Maintained a high volume of daily activities (calls, emails, follow-ups) using CRM tools such as Microsoft Dynamics and Lusha.
- Collaborated closely with marketing on targeted outreach campaigns and lead nurturing.
- Met or exceeded monthly KPIs for meetings booked, qualified leads, and pipeline contribution.
- Participated in regular pipeline reviews and forecasting with sales leadership.
Education
BSc - Business Administration
University of Bedfordshire
Luton 01.2023 -
Diploma - International Business
Edith Cowan University
Perth 01.2018 - 01.2020
GCE Advanced Level - Commerce Stream
S. Thomas College, Mount Lavinia
GCE Ordinary Level - undefined
S. Thomas College, Mount Lavinia
Music & Speech (IEMS Examinations) - undefined
The Institute for Examination in English
Skills
- Enterprise Account Management & Revenue Growth
- Value-Selling & Business Case Development
- C-Level Relationship Building & Multi-Stakeholder Engagement
- Territory/Market Analysis & Sales Strategy Development
- Cross-Functional Collaboration with Partners & Internal Teams
- Sales Forecasting & Pipeline Management (using MEDDPICC-like methodologies & BANT)
- CRM Tools: HubSpot, NetSuite Oracle
- Prospecting Tools: ZoomInfo, Lusha
- Advanced MS Office (Word, Excel, PowerPoint, Outlook)
- Bilingual: English & Sinhala
References
Anthony, Bettanin, Chief Operating Office, linkedin.com/in/anthonybettanin, +1(512)661-6643, MEVCO Mining Electric Vehicle Company
Interests
2017: Rugby Coloursman 2015 - 2017: Represented the 1st XV Rugby Team 2017: House Prefect 2012 - 2013: Junior Cricket 2011 - 2015: Junior Rugby
Languages
English
Fluent
Affiliations
- Playing Guitar
- Rugby
- Cricket
Timeline
BSc - Business Administration
University of Bedfordshire
01.2023 -
Account Manager
Loop1 UK LTD
01.2022 - 08.2025
Renewals Representative/ Business Development Middle East & Africa Region
Loop1 LLC
05.2021 - 12.2022
Business Development Representative Asia Pacific Region
Loop1 LLC
05.2020 - 05.2021
Sales Engineer
Engenuity Pvt Ltd
02.2018 - 05.2020
Diploma - International Business
Edith Cowan University
01.2018 - 01.2020
Internship
Engenuity Pvt Ltd
08.2017 - 08.2018
GCE Advanced Level - Commerce Stream
S. Thomas College, Mount Lavinia
GCE Ordinary Level - undefined
S. Thomas College, Mount Lavinia
Music & Speech (IEMS Examinations) - undefined
The Institute for Examination in English
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