Test 000-060: IBM Dynamic Infrastructure Sales Leader

1. Evaluate and Establish Customer Environment and Plans

1. Articulate Dynamic Infrastructure vision and model.
1. Handle questions and discussions with various customer audiences
2. Link vision to workable model for the customer.
2. Evaluate and summarize current customer environment
1. Equipment (server, storage, network)
2. Software IBM, customer and ISV
3. High level knowledge of customer skills
4. Use of services
5. Current DR Strategy
6. Current number and type of servers
7. Current energy efficiency strategy and goals
8. Current regulatory compliance (legal and auditing) and controls
9. Customer Satisfaction
10. Process (Service Delivery, support & Mgmt, Security & Compliance
11. Site and Facilities
12. Requirements for change and growth
13. Resistance to change and growth and new operational models
14. Industry trends and requirements
3. Describe at a high level IBM server and software features, architectural advantages and services relevant to customer environment and plans. Compare with current customer environment and competitive offerings at a level consistent with the customer audience. These features include:
1. New and commonly occurring previous versions of server and storage models, software and middleware.
2. Related services delivery and management
3. Business resilience solutions
4. Energy efficiency solutions
5. Server consolidation and virtualization solutions
6. Security offerings (i.e. – Crypto, TKE, Tivoli offerings)
7. Network options (e.g. – Infiniband, ICB-4, FICON)
8. Modernization of legacy applications (i.e. Rational Rapid Application Development Tools)
9. Systems management options
10. Software pricing options
11. Financial analysis and deal options

2. Opportunity Identification

1. Identify IBM solutions that address opportunity and customer business problems using Dynamic Infrastructure solutions and technology based upon understanding of the account team plans.
2. Articulate the business value of IBM Dynamic Infrastructure solutions and technology to various customer groups (i.e. virtualization and consolidation, business resilience and security, energy efficiency, and information infrastructure)
3. Describe Dynamic Infrastructure solutions features and contrast with current customer environment and competitive offerings (high level technical discussion and substantial business discussion)
4. Lead team of sales specialists to qualify the specific opportunities with appropriate customer personnel

3. Opportunity Ownership

1. Form a team of IBM specialists, business partners, independent providers, and customer personnel
2. Gain customer agreement on specific solutions.
3. Consider impact to current environment of relevant options (i.e. configuration, management, licensing, and cost).
4. Present final proposal with pricing, options and manage sales process
5. Manage and coordinate implementation planning process including all necessary vendors, business partners, customer and IBM team groups to maximize customer satisfaction.
6. Transition to delivery team to oversee the mutually developed implementation plan.
7. Own and manage customer and team relationships.