How challe...

Question

How challenging is it to transition from an SDR to an Account Executive role at Dell Technologies?

Current Employee · Accepted Answer

The transition from SDR to AE is extremely difficult.  Dell ISRs and SDRs have a very limited understanding of the AE role.  I do not believe this is the fault of the individual, however, the misunderstanding exists.  The AE role requires extreme professionalism, strategic thinking, domain expertise and a multitude of other skills and competencies that a SDR typically does not possess and does not make a commitment to self-educate. 
Dell does not have a progressive training program to develop individuals from SDR to AE.  Additionally, this question leads to the observation that there are many sales positions between SDR to AE (Examples include BDR, ISR, Account Manager, Inside Sales Team Lead, etc.).  A SDR would not be considered a legitimate candidate for an AE role without progressing through multiple positions in leading up to AE.  Also, Dell is making a massive transition for the first time in its history.  Dell is committing strongly to a Channel Partner model.  This will greatly reduce the number of AE positions within Dell.

I am a former Dell AE and Sales Leader.  I will quote a colleague, "Dell is the best 1st and 3rd career you can have."  Dell will provide a very solid foundation of the technology marketplace and sales skills and competencies that will open many opportunities in the industry.  At the appropriate time, move to an opportunity outside of Dell, gain additional skills and certifications and potentially return to Dell.  Dell is very welcoming to returning employees that had a strong Dell career previously.  There may be opportunities at Channel Partners of Dell because they are seeking individuals who know Dell internal operations in order to be better channel partners.

Former Employee · Answer

if you get into the old emc inside sales programand it fairly easy. If you are a dell inside sales person just being basically a quote monkey, it is close to impossible.

Current Employee · Answer

most SDR at Dell do not head out into the field .  they like living in austin , okc , or nashville.  in the usa.  other sites globally.  but when an SDR wants relocate and get outside , Dell is usually very happy to support.

Current Employee · Answer

It takes some time, and I believe there is a class to take as well...as there will need to be an opening and relocation is on the table.

Former Employee · Answer

I successfully did this in 2.5 years, from ISR to AE. It is tough, but if you are persistent and network within the org with the right people, anything is possible.

Current Employee · Answer

Well, if you’re working through NGSA, there is a step or two in between, as their teams are split and often oversaturated with people, even on the SMB level. The order goes SDR->IDCSE->SAM/SDM/specialist->AE. That would take you an average of 5 years or so (much more these days).

Former Employee · Answer

Dell has laid off over 15K people worldwide, many of them in sales, over the last year, and frozen most external hires and internal movement. As a result, transitioning from an SDR (ISR at Dell) to an AE role, which has always been difficult, extremely challenging. Dell doesn't like to pay for relocation and thus prefers to hire in territory, making it difficult for ISRs in the main campuses (Round Rock, TX, Nashville, TN, Boston, MA and Oklahoma City, OK) to move into field roles. It does happen, but it's infrequent. In general, those in Boston have the highest chance, those in OKC the lowest. 
Important to note that over the last 2-3 years Dell has *significantly* curbed T&E expenses for AEs, making it difficult for them to cover their territories and creating an overlap between AEs and ISRs, with the corresponding bad blood given the discrepancy in pay.

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Anonymous Q&A

How challenging is it to transition from an SDR to an Account Executive role at Dell Technologies?