Test 000-603: IBM System z Solution Sales V6

The IBM Certified Specialist - System z Solution Sales V6 creates, identifies, and expands opportunities and takes customer orders to fulfillment. This specialist determines business needs and requirements, designs and sells System z solutions that address customer needs and requirements, and positions the solution in terms of what it will do for the customers business. Individuals in this role can justify solutions from a financial perspective, effectively use tools and resources to close sales, and work within accounts to ensure customer satisfaction and build/maintain customer relationships. The successful candidate will be familiar with the IBM zEnterprise servers (z114, z196, and zBX) as well as typically encountered previous System z servers.

The System z Sales Specialist has a broad knowledge of the features, functions and benefits of zEnterprise  solutions. This specialist knows System z hardware, software and services/offerings, as well as competitive offerings and what differentiates the zEnterprise. This specialist knows the IBM support structure and available resources, and keeps up with IBM and industry trends in order to best position customer solutions. Individuals in this role are skilled in consultative selling, negotiation, relationship management, financial marketing, written and oral communication, and team building. 

The target audience for this certification includes IBM Business Partners and IBM employees who are responsible for selling IBM System z solutions including 2011 announcements with zBX.

Test information:

• Number of questions: 70
• Time allowed in minutes: 75
• Required passing score: 70%
• Test languages: English

Note: There are 70 scored items and 8 unscored items.

The successful candidate will have two or more years of experience selling System z servers.  They are able to work with customers to discover their needs, relate System z features and functions to those needs, identify the complete solution and guide the customer through the acquisition process. This exam is primarily designed for IBM Business Partners and IBM sales professionals who work with moderate System z customers and new prospects. 

This exam covers both IBM Business Partner and IBM Sales Professionals.  These roles deal primarily with different customer profiles and solution products.  The required score for success reflects those differences.  This exam will contain customer situation not typical for every System z sales professional.

The number of questions and the required passing score will change frequently and without notice. The passing score will depend on the number a difficulty of questions delivered. 

These changes will not be posted on this web page.

This certification is number 21002006 for Partner World tracking

Related certifications:

• IBM Certified Specialist - System z Sales V6

The scenarios in this exam include new and typically encountered previous products using both formal IBM names and the names typically used by customers and others.

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