IBM Security Top Gun

 

 
 

 

Class description

This class focuses on the IBM Security solutions, from a seller's perspective. Students will learn how every sale can and should include IBM Security products, based on business value and sales plays. They will gain knowledge on how to apply selling skills around a set of client business challenges and understand the broad set of security capabilities to help address client needs to beat the competition. The instruction process will include multiple interactive workshops which will allow the students to exhibit existing as well as newly gained knowledge and skills. Over the 4.5 days, students will craft their software win plans utilizing cross selling techniques. Upon completion, students will use the learned skills to drive additional software revenue within their accounts and be able to identify, own and close their own IBM Security opportunities. This is a pass/fail class where testing is administered. Our aim is to develop Security “Top Guns”.

 

Duration

IBM Security Top Gun is a 4.5 to 5 day class. All days are mandatory

 

Audience

The audience for this class is anyone selling or recommending IBM Security solutions, including IBM Security Brand Reps, SSRs, SCLs, iSRs, Client Reps, Marketing Reps, Global Services, Industry Solution Specialists, and Business Partners.  Client Technical Reps are invited, but please be aware that this is NOT a technical class. 

 

Objectives

At the end of the class the students will:

  • Be able to describe IBM Security solutions, with coverage of related security sales plays or cross-sell solutions as appropriate.
  • Confidently identify security opportunities and increase their revenue.
  • Relate IBM Security software and services offerings to the 2017 Security Enablement Roadmap: Security Operations and Response (SOAR), Information Risk and Protection (IRP), Security Transformation Services and Security Research & Threat Intelligence
  • Create and present a group "Win Plan" – each student will have the opportunity to participate in a group win plan scenario at the end of the week. This activity presents the knowledge learned during the course of the 4.5-day class.
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    Prerequisites

    Complete the 2017 IBM Security Sales Academy/University Learning Plan Video Library (if you have not done so already). This 2017 Security Sales Academy/University Learning Plan is offered via the IBM Your Learning Portal:

  • IBM Internal Link: https://lpb.w3bmix.ibm.com/?id=852580D1004E6084
  • BP Link: http://www.ibm.com/services/weblectures/dlv/partnerworld/security_essentials
  • Review the IBM Security Prospecting and Conversations Guides (if you have not done so already)

  • IBM Internal Link: http://spcn.w3cloud.ibm.com/software/spcn/content/L366345O23511M48
  • BP Link: http://www.ibm.com/partnerworld/page/L366345O23511M48
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    Schedule/enrollments

    Click on the date below to enroll in a future class:

     

    Class manager

    Sarah Molnar
    Sarah Molnar

    IBM Security Top Gun

    Complete the 2015 Security Systems Core Educational Learning Modules.

    IBMers: Click here

    Business Partners: Click here

    IBM Security Top Gun

    Complete the 2015 Security Sales Mastery exam.

    IBMers: Click here

    Business Partners: Click here

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    Related links

    Top Gun Quarterly Newsletter