Inside Sales Account Executive 3

Job Title: Sales Coach – India Small Business

Location: Gurgaon (India SB site)
Department: Inside Sales – India Small Business.

Role Summary

The Sales Coach – India Small Business is responsible for developing, coaching, and elevating Inside Sales Account Executives (ISAEs) to consistently achieve revenue (CSG & ISG) and activity targets for the India Small Business segment. The role focuses on call coaching, deal coaching, sales process discipline and skills uplift aligned to Dell’s sales methodology and role-based endorsement requirements.

Key Responsibilities

• Provide daily call coaching through live call barging or side-by-sides; document feedback and follow-up actions for each rep.
• Drive pipeline quality and hygiene by coaching reps on opportunity qualification, forecast discipline, and usage of CRM and sales tools.
• Partner with Sales Managers to identify performance gaps (productivity, conversion, mix, compliance) and build targeted individual development plans (IDPs) for ISAEs.
• Facilitate small-group skill workshops (prospecting, objection handling, negotiation, value selling, storage/client positioning, etc.) tailored to India SB motion.
• Provide deal coaching on key opportunities: structure solution, positioning, objection handling, pricing guidance in partnership with Segment/Tech specialists.
• Monitor adherence to sales cadence (call blocks, follow-ups, SFDC hygiene, outreach patterns) and coach for improved productivity and discipline.
• Ensure coaching also drives policy, compliance and quality (customer data handling, outreach practices, documentation).
• Analyze performance dashboards (SAF, scorecards, activity reports) to prioritize where and whom to coach for maximum impact.
• Share regular coaching insights and recommendations with Sales Managers and leadership on skills trends, best practices, and risks.
• Role-model Dell culture and values, fostering a growth mindset and a high-performance, customer-centric environment.

Key Performance Indicators (KPIs)

• Improvement in quota attainment and pipeline conversion for coached reps/teams.
• Increase in productivity metrics (calls, connects, opportunities created, revenue per rep).
• Reduction in performance and compliance escalations related to sales behavior.
• Coaching activity hygiene: # of documented coaching sessions per rep per month.

Qualifications & Experience

• Bachelor’s degree or equivalent; MBA preferred but not mandatory.
• 5–7+ years of experience in Inside Sales / Account Executive roles; prior India Small Business / APJ SMB exposure strongly preferred.
• Proven track record of overachievement in a quota-carrying role.
• Prior experience as a team lead, mentor, buddy, or trainer is an advantage.

Skills & Competencies

• Strong sales coaching and feedback skills; able to give clear, actionable and constructive guidance.
• Excellent communication and listening skills; comfortable coaching in a fast-paced call-floor environment.
• Solid understanding of end-to-end inside sales cycle (prospecting to close) for client, storage and solutions.
• Data-driven mindset with ability to interpret dashboards and reports to prioritize coaching.
• High ownership, bias for action and ability to influence without formal authority.
• Comfortable working with multiple stakeholders (Sales Managers, Specialists, BU, Enablement).

Who we are

We believe that each of us has the power to make an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you.

Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.

Application closing date: 09-June-2026.

Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.