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

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

Key Responsibilities

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

Key Performance Indicators (KPIs)

• Improvement inquota attainment andpipeline conversion for coached reps/teams.
• Increase inproductivity metrics (calls, connects, opportunities created, revenue per rep).
• Reduction inperformance 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; priorIndia Small Business / APJ SMB exposure strongly preferred.
• Proventrack record of overachievement in a quota-carrying role.
• Prior experience as ateam lead, mentor, buddy, or trainer is an advantage.

Skills & Competencies

• Strongsales coaching and feedback skills; able to give clear, actionable and constructive guidance.
• Excellentcommunication and listening skills; comfortable coaching in a fast-paced call-floor environment.
• Solid understanding ofend-to-end inside sales cycle (prospecting to close) for client, storage and solutions.
• Data-driven mindset with ability tointerpret dashboards and reports to prioritize coaching.
• Highownership, 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 Policyhere.