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IBM is announcing new IBM Internet Security Systems (IBM ISS) sales mastery and technical certification exams and supporting
online education for IBM ISS products and services. IBM will now require IBM ISS Business Partners in North America to maintain
a minimum number of sales mastery and technical certifications on IBM ISS products and services in support of each of the firm's
IBM Business Partner relationships.
Business Partners. Business Partners who do not meet the new certification requirements will be deauthorized for IBM ISS
products and services effective March 1, 2010. (NA)
In 2009, IBM will offer Business Partner’s individual employees an opportunity to take each of the exams, one time for no
charge. No charge exams are limited to one sales mastery and one technical certification exam, as well as one assessment test
for both the sales mastery and the technical certification exam. The assessment tests are designed to prepare the individual
for taking the sales mastery and technical certification exams. IBM ISS will provide vouchers for eligible exams for each individual
taking these exams. If additional exams are taken for any single individual, they will incur charges as follows:
Assessment Tests – All tests $10.00 per test
Sales Mastery - $190(U.S.)
Technical Certification - $190 (U.S.)
As new certifications are developed, additional certification requirements affecting approvals to sell IBM ISS products and
services will be announced.
In addition to the new IBM ISS sales mastery and technical certification exams, supporting online education for IBM ISS products
and services is also now available. By investing in building the right skills to deliver the best solutions, and demonstrating that
investment through the IBM Professional Certification Program, IBM ISS Business Partners can provide customers tangible assurance of
their knowledge of IBM ISS products and services. These new exams will also assist Business Partner firms in achieving Premier or
Advanced status within the Partnerworld program.
The new IBM ISS online education and exams are designed to build and validate skills as well as demonstrate individual proficiency
in the latest IBM ISS technology and solutions. The new IBM ISS online training courses are not a requirement prior to taking an exam
however they are highly recommended, as the on line training content is designed specifically to prepare you with the knowledge needed
to take the exams and be successful. Optional assessment tests will be available to assist in determining your proficiency prior to
taking the exams
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Acquiring and validating skills to identify and meet client requirements is essential. Clients want to know they are
working with highly skilled and knowledgeable professionals. IBM Internet Security Systems (IBM ISS) training can help
you demonstrate your expertise in information security through knowledge and implementation experience of IBM's industry
leading technologies. These courses are modularized and comprehensive and will provide you what you will need to know to
prepare for the certification exams.
The IBM ISS Sales Mastery courseware is designed to enable a primary sales advisor on information
security and the IBM ISS security solutions portfolio. The Business Partner representative desiring to become a Sales
Advisor for the IBM ISS portfolio must meet prerequisites to be qualified for certification.
The IBM ISS Technical certification courseware is designed to enable a primary technical resource
for information security with an understanding of the IBM ISS security solutions portfolio. The Business Partner
representative desiring to become a Technical Advisor, must meet prerequisites to be qualified for certification.
IBM ISS courseware can be found on IBM PartnerWorld University/Services College the following URL:
IBM PartnerWorld University/Services
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To qualify as certified, an individual must pass the exam or series of exams, as required. Details on the exams
announced today are below:
IBM Internet Security Systems Sales Professional V1 Exam: M50
Position Title: IBM ISS Sales Advisor
Role Description: The IBM Internet Security Systems Sales Advisor acts as the primary sales resource
for security solutions for clients. This security sales advisor has a strong understanding of current IBM ISS security
technologies and can accurately position ISS relative to competitive technologies, acting as primary resource to
identify and close IBM ISS security sales solutions.
Skills acquired thru certification exam:
- Security industry knowledge
- Awareness of competitors in the market
- Ability to position IBM ISS against competition
- Consultative selling techniques
- Basic sales and presentation skills
- Ability to identify opportunities
- Understands the IBM ISS offering portfolio
- ISS Sales Mastery courseware
IBM Internet Security Systems Sales Professional V1 Exam: 530
Position Title: IBM ISS Certified Technical Advisor
Role Description: The IBM Internet Security Systems Technical Advisor acts as the primary technical
resource for security solutions for clients. This technical advisor has a strong understanding of current technical
security technologies and can accurately position the ISS offering portfolio against competitive technologies. In
addition, the technical advisor acts as the primary resource to assist the IBM ISS sales advisor with pre and post-sales
opportunities involving IBM ISS security solutions.
Skills acquired thru certification exam:
- Security industry knowledge
- Networking and systems administration knowledge
- Understanding of the IBM ISS offering portfolio
- Thorough technical knowledge of IBM ISS products
- Ability to perform product demonstrations and facilitate evaluations
- Awareness of competitors in the market
- Ability to compare and contrast competing technologies
- Ability to position IBM ISS against competition
- Consultative selling techniques
- Ability to identify opportunities
- IBM ISS Technical certification courseware
Exams are administered throughout North America by Prometric. Individuals may enroll for specific exams by calling
Prometric at 800-775-3926. The exams will be made available throughout 2009 at no charge. Vouchers are limited to one
attempt per person, per exam. To receive your exam voucher, contact your Channel Account Manager, Channel Sales
Representative, or your Distributor.
IBM ISS Business Partner certification requirements can be reviewed at the following Web site:
http://www.ibm.com/certify/partner/mem/na/spcr.shtml
In addition, information about the many IBM certifications that are available for skill improvement, but are not
necessarily required of Business Partners, can be reviewed at the following Web site:
http://www.ibm.com/certify/certs/iss_index.shtml
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The education and certification requirements in this announcement supersede those released in announcement 507-327
dated October 10, 2007
IBM ISS sales mastery and technical certification exams are being offered as part of The IBM Professional
Certification Program. The certification requirements for IBM ISS Business Partners may change upon one month's
written notice. As new certifications are developed, additional certification requirements affecting approvals
to sell IBM ISS products and services will be announced.
Certification is granted under the terms of IBM Certification Agreement available at the following website:
http://www.ibm.com/certify/process/agreemnt.shtml
Information provided on Business Partner employees is covered under the IBM Agreement for Exchange of Confidential
Information and will not be made available to parties outside IBM and its supporting Suppliers.
The IBM ISS Sales Mastery and Technical Certification exams will earn points toward PartnerWorld Skills as defined below:
| Exam |
Points |
| Sales Mastery Exam |
1 sales point |
| Technical Certification Exam |
1 technical point |
The following certification requirements apply to all IBM Systems Solution Provider, Systems Integrator, Reseller,
Business Partners acquiring IBM ISS products and services directly from IBM:
Minimum certification requirements by Business Partner relationship type:
| Busineses Partner Relationship |
IBM ISS Sales Advisor Requirement |
IBM ISS Certified Technical Advisor Requirement |
| Solution Provider |
2 |
2 |
| Reseller |
2 |
2 |
| System Integrator |
1 |
1 |
| Distributor |
2 |
2 |
The following certification requirements apply to all IBM Systems Solution Provider and Reseller Business Partners
acquiring IBM ISS products and services from a Distributor:
Minimum certification requirements by Business Partner relationship type:
| Busineses Partner Relationship |
IBM ISS Sales Advisor Requirement |
IBM ISS Certified Technical Advisor Requirement |
| Solution Provider |
1 |
1 |
| Reseller |
1 |
1 |
The following terms apply to all IBM ISS Business Partners:
- Designated sales mastery and technical certifications must be reported by employee name(s) to IBM, as
required by IBM ISS. The Authorized Profile Administrator (APA) at each Business Partner firm is responsible
for reporting certification achievement on behalf of firm employees into the IBM PartnerWorld Profiling
System (PPS). Details are available at the following URL:
http://www.ibm.com/certify/partner/mem/na/srep.shtml
- Business Partners must advise IBM within 30 days whenever certified employees leave the firm and the firm
no longer meets the minimum certification requirements for IBM ISS products and services. The Authorized
Profile Administrator (APA) at each Business Partner firm must report Employee Movement to IBM via the IBM
PartnerWorld Profiling System (PPS) in the Employee Profile Employee End Date Field. If a certified employee
leaves and the Business Partner no longer meets the certification requirement, the following applies:
- The Business Partner has six months from the employee's last work day to gain meet the certification
requirement to maintain approval for the affected IBM product.
The firm may continue to acquire and market IBM products during the six-month period.
The Business Partner must notify IBM within six months of the name of the newly certified employee now
satisfying the certification requirement, or lose IBM approval to sell the IBM ISS products and services.
Business Partner firms that have lost either approval to remarket IBM ISS products or approval for their
IBM remarketing relationship for not meeting IBM ISS examing requirements may reapply for approval to
remarket the products or for approval for a new remarketing relationship of the same type as the lost
one as soon as the required training is successfully completed. Firms reapplying for a new remarketing
relationship of the same type as the lost one must meet all other selection criteria requirements at
their time of reapplication.
- If the Business Partner fails to notify IBM, the Business Partner forfeits the six-month grace period,
and IBM reserves the right to terminate, with notice, the Business Partner's agreement to sell IBM ISS products
and services. Partners that are terminated can reapply to sell IBM ISS products and services in two months.
Firms reapplying for a new remarketing relationship of the same type as the lost one must meet all other
selection criteria requirements at their time of reapplication.
- New Business Partner firms must meet certification requirements within six months of their contract
effective date as an IBM Business Partner in order to continue selling IBM ISS products and services.
- Business Partner compliance with certification requirements will be reviewed periodically and at each
anniversary of the Business Partner's Agreement.
Currently approved Business Partners, approved for IBM ISS products and services prior to establishment of
the certification requirement, must attain the certifications before March 1, 2010.
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