Target Audience

The IBM Certified Sales Specialist - Power Systems with POWER7 and AIX - v1 should have a year or one and a half year strong product experience, experience assessing customer business requirements, utilizing sales tools and resources, presenting solution proposals and managing customer relationships.

Recommended Prerequisite Skills

At least 12-18 months in a Sales role focusing on Power Systems with AIX 6.1 and 7.1.

Strong skills in positioning the appropriate Power Systems model for a given customer environment.

Experience with at least 3-5 small and midrange system sales, and one large/complex solution sale.

Knowledge of available IBM resources and when/how to use them.

Tests Required

Number of questions: 40

Time allowed in minutes: 60

Required passing score: 58%

Test languages: English

Prerequisite Knowledge (50%)

Describe Peripherals (e.g., HMC, Expansion Units)

Describe System Software (e.g., Systems Director, PowerHA, PowerVM)

Describe Storage Options

Explain Basic Hardware Design

Describe appropriate Operating System for a given scenario

Describe Reliability Availability and Serviceability

Describe Resource Utilization Advantages (e.g., Virtualization)

Describe Terms and Conditions, Software Maintenance

Explain Energy Management Capabilities

Explain Which Features of Power Apply to IBM Vision

Differentiate Power Systems versus Competitive Systems

Describe the Key Differences between the Various Power System Models

in the Product Family

Identify the Actions for Each Phase of the Sales Cycle

Explain Financial Advantages (Total Cost of Ownership)

Explain Financing Options

Identify the Advantages of Power for Software Solutions

Identify Client Business Requirements, Issues, and Pain Points that Are Relevant to Power

Apply Business Benefits of Power to the Customer's Pain Points

Overcome Obstacles (e.g., Budget, Floor Space, Power)

Analyze Objections (Assess Competition)

Prioritize Tasks for Successful Sale

Engage Appropriate Resources

Construct Possible Power-based Solutions to Meet Customer Needs Determine Preferred Solution (e.g., configuration, financing options, pricing)

Evaluate Pre-sales Technical Delivery Assessment Requirements Determine Financial Justification (Return on Investment)

Develop an Executive Summary

Test information:

Number of questions: 29

Time allowed in minutes: 60

Required passing score: 58%

Test languages: English

Pre-requisite Knowledge (47%)

Describe the Differences between Various AIX Editions

Describe Memory Virtualization Options

Identify the Capabilities of Workload Partitions (WPARS)

Explain the Uptime Advantages of AIX (e.g. Memory Protection Keys, Dynamic Kernel Updates)

Describe Linux Solutions for Power

Describe the Synergies of AIX and DB2

Describe the Competitive Issues Specific to Appliances (e.g. Exadata)

Describe Software Maintenance Offerings (e.g. SWMA, Linux Support)

Identify Application Requirements, Issues, and Pain Points that Are Relevant to the Choice of Operating System

Determine the Appropriate Operating System to Meet Customer Requirement

Determine the Ways to Overcome Objections to AIX/Linux

Identify Techniques to Deal with Application Portability

Select Architectural Options to Provide Competitive Advantage (3-tier in a box, 2-tier

Determine Which Virtualization Option Meets Customer Requirements

Determine the Resiliency Solution that Meets Customer Requirements

Position Virtualization Options vs. Competition

Utilize Benchmarks to Position Performance Advantages

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