C1000-101 IBM Certified Professional Sales Engineer – Cloud v1
Certification overview, objectives, exam preparation and registration

Certification Overview
IBM Cloud Sales Engineers are technical consultants to clients, IBM Sales teams and/or IBM Business Partners regarding public, hybrid and multicloud solutions responsible for getting the technical win. They use both technical skill and strategic vision to co-create with the client. They possess a breadth of architecture experience, technical leadership skills, and knowledge in multiple technologies, industries, and platforms, with depth in IBM Cloud technologies and offerings.

Evaluate the client’s business requirements, technical requirements, and/or competitive landscape
Collaborate across multiple stakeholders delivering effective communication and presentation on architecture and solution design
Responsible for the technical accuracy of the proposed Cloud solution, when engaged for a specific opportunity or project
Provide technical sales support which may include:
Collaboration with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions
Deliver Proof of Concept and Proof of Technology evaluations
Develop and deliver technical education; support critical situations including key client conversations; design solutions; and answer technical questions

Recommended Skills
Define/ explain the core concepts of cloud computing, the different components of cloud architecture, and some of the real-world applications of cloud computing.
Demonstrate IBM Cloud catalog, IaaS and PaaS services, their ideal use-cases, and applications
Explain the importance of containers in cloud computing, and the emerging ecosystem of related technologies
Explain how to migrate, modernize, build and deliver applications in cloud-native and multicloud environments using Open Source cloud infrastructure and Kubernetes
Demonstrate best practices for building client relationships
Demonstrate how to express client value in financial terms
Demonstrate IBM Design Thinking skills
Comprehend / Understand IBM Team solution design concepts

Requirements
Exam C1000-101: IBM Cloud Professional Sales Engineer v1
Exam Objectives

During exam development, the Subject Matter Experts (SMEs) define all of the tasks, knowledge and experience that an individual would need in order to successfully fulfill their role with the product or solution. These are represented by the objectives below and the questions on the certification exam are based upon these objective.

Number of questions: 63
Number of questions to pass: 44
Time allowed: 90 minutes
Status: Live

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High-level Exam Objectives

Section 1 – Opportunity Identification and Qualification
1.1. Describe the value proposition of the various IBM Cloud solutions
1.2. Discuss common use cases, i.e., shift and lift on-prem to cloud, app modernization, etc
1.3. Articulate the benefits of using consultative selling approach to assist overall solutioning
1.4. Articulate benefits of Financial Services Ready Public Cloud solutions (FSS), including FSS requirements, technology/products, security & compliance requirements, etc
1.5. Summarize the cloud security and IBM Security capabilities within IBM Cloud
1.6. Articulate which industry compliance programs can be part of IBM Cloud solutions

Section 2 – Architecture Design
2.1. Describe the basic components of an IBM cloud native solution and the utilization of Openshift on IBM Cloud
2.2. Utilize the IBM Cloud Reference Architecture center
2.3. Summarize the reference architectures for key differentiators such as Blockchain, Automotive, FSS, Data & AI
2.4. Design IBM cloud solution based upon Non-Functional Requirements

Section 3 – Solution Design
3.1. Select an appropriate compute solution given customer requirements
3.2. Select an appropriate container solution given customer requirements
3.3. Select an appropriate network solution given customer requirements
3.4. Select an appropriate storage solution given customer requirements
3.5. Select an appropriate security solution given customer requirements
3.6. Select an appropriate IBM service given customer requirements
3.7. Select the appropriate Cloud Pak software given customer requirements
3.8. Determine appropriate migration strategy to onboard data and applications to IBM Cloud

Section 4 – Solution Enablement and Evaluation
4.1. Demo the IBM Cloud console
4.2. Leverage digital demo assets from IBM venues
4.3. Demonstrate the tools to highlight IBM technology
4.4. Demonstrate the methods to highlight IBM technology

Section 5 – Solution Costing
5.1. Create a bill of materials for specific solution
5.2. Explain the key cost variables to optimize the cost case
5.3. Utilize the IBM Cloud Cost Estimator Tool

Section 6 – Getting Started with IBM Cloud
6.1. Explain IBM Cloud account types and structure
6.2. Guide the customer on how to setup an IBM Cloud account and assign access using IAM
6.3. Describe the monitoring, logging and alerting capabilities of IBM Cloud
6.4. Define the various support plans
6.5. Describe the management involved in IBM Cloud Managed Services

Detailed Exam Objectives
Section 1 – Opportunity Identification and Qualification
1.1. Describe the value proposition of the various IBM Cloud solutions
1.1.1. Identify the three primary Cloud benefits
1.1.2. Identify the key points that support IBM’s flexibility as it relates to cloud computing
1.1.3. Review the journey steps an IBM Garage can provide to differentiate IBM from the competition
1.1.4. Describe IBM’s Cloud Paks and their advantages
1.1.5. List the 3 main ROI benefits identified by Forrester for IBM’s cloud approach
1.1.6. Identify the three primary IBM Cloud benefits
1.2. Discuss common use cases, i.e., shift and lift on-prem to cloud, app modernization, etc
1.2.1. List IBM’s application modernization approach
1.2.2. Articulate why a customer would lift and shift an application
1.2.3. Articulate why a customer would refactor or rearchitect a solution
1.2.4. Articulate the benefit of replatforming an application
1.2.5. Provide the main reason a customer would retire or replace an application
1.2.6. List example of creating new cloud native application use cases
1.2.7. List examples of representative IBM Cloud use cases
1.3. Articulate the benefits of using consultative selling approach to assist with overall solutioning
1.3.1. Explain what is meant by Consultative selling
1.3.2. Articulate the 5 Steps to Effective Consultative Selling
1.4. Articulate benefits of Financial Services Ready Public Cloud solutions (FSS), including FSS requirements, technology/products, security & compliance requirements, etc
1.4.1. Explain the value proposition and benefits of the Financial Services Cloud for financial institutions and application service providers
1.4.2. Articulate the benefits of IBM Cloud VMware Solutions for Financial Services
1.4.3. Explain IBM Cloud VMware Solutions for Workload Security & Compliance
1.5. Summarize the cloud security and IBM Security capabilities within IBM Cloud
1.5.1. Explain what is meant by Cloud Security
1.5.2. Explain IBM Cloud Security Capabilities
1.5.3. Articulate common cloud security threats
1.6. Articulate which industry compliance programs can be part of IBM Cloud solutions
1.6.1. FFIEC
1.6.2. HIPAA
1.6.3. HITRUST
1.6.4. PCI

Define Cloud Native based on Cloud Native Computing Foundation (CNCF)
2.1.2. Articulate the advantages of Cloud Native Design
2.1.3. Articulate the disadvantages of Cloud Native Design
2.1.4. Articulate the benefits of OpenShift on IBM Cloud (more detail on OpenShift offerings in 3.2)
2.2. Utilize the IBM Cloud Reference Architecture center
2.2.1. Describe the components of the IBM Cloud architectural model
2.2.2. Identify the main components of public cloud reference architecture. The Public cloud reference architecture illustrates how IBM Cloud™ can help you solve problems and advance opportunities
2.2.3. Identify the main components of virtual private cloud reference architecture and its usage. The virtual private cloud reference architecture explains the essential services, such as subnets, load balancers, and public gateways, that you need to design a cloud-native network solution
2.2.4. Utilize reference solutions to provision highly available, secured, virtual server-based workloads into IBM Cloud by using IBM Cloud VPC
2.2.5. Identify the components of virtualization reference architecture and usage
2.2.6. List business case and benefits of Cloud Native
2.2.7. Illustrate the Cloud native reference architecture components
2.2.8. Illustrate the Modern Integration reference architecture components
2.2.9. Illustrate the Event Driven reference architecture components
2.3. Summarize the reference architectures for key differentiators such as Blockchain, Automotive, FSS, Data & AI
2.3.1. Describe the data, information, knowledge, and wisdom (DIKW) pyramid
2.3.2. Describe the IBM AI Ladder
2.3.3. Illustrate the necessary components for implementing all layers of the IBM AI Ladder using Data and AI reference architecture
2.3.4. Describe the flow of how actors such as users and IoT devices interact with a typical blockchain application as per the Blockchain reference architecture
2.3.5. Describe the components of the three layers of IBM Automotive reference architecture
2.3.6. Explain the type of Separation of Duties model the Financial Services cloud is designed for
2.3.7. Articulate the three dedicated, purpose layers Financial Services cloud is delivered as
2.3.8. Describe Architecture Management Cluster Components
2.4. Design IBM cloud solution based upon Non-Functional Requirements
2.4.1. Define Resilience (HA and Disaster Recovery) concepts
2.4.2. Identify the Resilience patterns
2.4.3. Design solutions based on IBM Cloud resilience capabilities
2.4.4. Back-up and restore a cloud-native application
2.4.5. List the main components for securing applications and environments in the cloud
2.4.6. Describe the components in security reference architecture for secure cloud deployment, development, and operations. Systems Virtual Server
3.1.5. Hyper Protect Virtual Server
3.1.6. VMWare Solutions
3.1.7. Dedicated clusters
3.1.8. Shared vCD
3.1.9. Understand reasons for choosing Serverless
3.1.10. Understand when to select Cloud Foundry
3.1.11. Understand that IBM provides an “IBM Cloud Provider” to manage the orchestration of IBM Cloud resources using Terraform, an open source “Infrastructure as Code” tool
3.2. Select an appropriate container solution given customer requirements
3.2.1. Decide on the Kubernetes service to meet client requirements, and describe their main benefits
3.2.2. Distinguish between client responsibilities and IBM responsibilities in IBM Cloud Kubernetes Service (add a bit her on what distinguishes IBM)
3.2.3. Design High availability for IBM Cloud Kubernetes service to overcome potential points of failure
3.2.4. Deploy a starter kit app to a Kubernetes cluster
3.2.5. Create a Kubernetes cluster in VPC
3.2.6. Select the appropriate deployment option for Kubernetes cluster
3.2.7. Describe the capabilities of the IBM Container Registry Service
3.2.8. Describe how the billing process and quota limits work in IBM Cloud Container Registry
3.2.9. Illustrate the high availability of IBM Cloud Container Registry
3.3. Select an appropriate network solution given customer requirements
3.3.1. Explain Load Balancing options and IBM offerings for each
3.3.2. Differentiate firewall and gateway options
3.3.3. Understand the DirectLink offerings
3.3.4. Utilize the correct VPN solution
3.3.5. Understand public and private networking implications
3.3.6. Select appropriate components to communicate between IBM Sites
3.3.7. Understand differences between Classic and VPC network solutions
3.4. Select an appropriate storage solution given customer requirements
3.4.1. Understand different storage types and when to choose each
3.4.2. Understand tiering options available for various storage methods (examples, IOPS/GB. Cold vs Active Object storage, Cross-region vs single region, endurance vs performance)
3.5. Select an appropriate security solution given customer requirements
3.5.1. Explain IBM Cloud Platform security
3.5.2. Describe the key aspects of cloud security and applicable IBM Cloud Platform offerings
3.5.3. Be aware of IBM’s security software and services offerings
3.5.4. Describe and know what types of proof IBM provides for compliance
3.5.5. Explain the value of Financial Services Ready Public Cloud for compliance
3.6. Select an appropriate IBM service given customer requirements
3.6.1. Describe the different types of Databases available in IBM Cloud
3.6.2. Describe AI Capabilities available in IBM Cloud and identify some key services
3.6.3. Describe Analytics capabilities available in IBM Cloud and identify some key services
3.6.4. Describe Integration Options in IBM Cloud and identify some key services
3.6.5. Describe IoT capabilities of in IBM Cloud
3.7. Select the appropriate Cloud Pak software given customer requirements
3.7.1. Software/Products in IBM Cloud Overview
3.7.2. Describe Software Categories in IBM Cloud
3.7.3. Describe the capabilities of the different Cloud Paks available on IBM Cloud
3.7.4. Select Cloud Pak based on customer requirements & use cases
3.8. Determine appropriate migration strategy to onboard data and applications to IBM Cloud
3.8.1. Describe the different Migration Strategies for moving to IBM Cloud
3.8.2. Migration Solutions

Section 4 – Solution Enablement and Evaluation
4.1. Demo the IBM Cloud console
4.1.1. Demonstrate how to access the IBM Cloud console
4.1.2. Demonstrate the ability to navigate the IBM Cloud console
4.1.3. Describe the IBM Cloud console dashboard widgets
4.1.4. Describe the types of categories included in the IBM Cloud catalog
4.1.5. Describe benefits of a IBM Cloud Lite Account
4.1.6. Describe key basics that makes up an account
4.1.7. Describe the purpose of resources
4.1.8. Describe how resources are managed
4.2. Leverage digital demo assets from IBM venues
4.2.1. Describe the types of demo assets available on ibm.com/demos
4.2.2. Explain the differences between available venues for demo resources
4.2.3. Describe available enabling reference architecture resources available to jump start application modernization
4.3. Demonstrate the tools to highlight IBM technology
4.3.1. Leverage common available collaborative technologies to facilitate digital engagement
4.3.2. Describe benefits of IBM Cloud Tutorials
4.3.3. Demonstrate how to get started with IBM Cloud Tutorials and must-have tools to install to be productive with IBM Cloud.
4.3.4. Describe common IBM Cloud and solution patterns available on IBM Cloud Tutorials
4.3.5. Describe a tool can be leveraged to promote team collaboration by using a whiteboard to brainstorm and share ideas collaboratively.
4.4. Demonstrate the methods to highlight IBM technology
4.4.1. Describe the IBM Garage Method for Cloud
4.4.2. Explain IBM methodologies available to facilitate solution design activities for the journey to cloud
4.4.3. Describe the benefits of Enterprise Design Thinking
4.4.4. Describe the three core practices of Enterprise Design Thinking

Section 5 – Solution Costing
5.1. Create a bill of materials for specific solution
5.1.1. Understand quantities of IBM Cloud services required by the solution.
5.1.2. Utilize pricing tools to extrapolate monthly costs from requested components
5.2. Explain the key cost variables to optimize the cost case
5.2.1. Understand how storage tiers and zones affect price
5.2.2. Understand how to reduce or stop billing during periods of low traffic
5.2.3. Understand how software licensing can impact solution choice
5.2.4. Differentiate multi-zone region vs. multi-region with regards to availability and costs with either option. For instance, deploying to two Availability Zones (AZs) requires 200% capacity to achieve high availability. There can be a cost optimization in case the deployment is into 3 AZs as the capacity required will be 150%.
5.2.5. Determine TCO of SaaS or PaaS solutions compared to traditional utilization (e.g. ROKS service vs. bare metal and running your own cluster or installing MQ on bare metal vs MQ service)
5.2.6. Determine the correct size of the environment (e.g. a 1gbps port might not need 1gbps circuit, size based on actual traffic/utilization)
5.3. Utilize the IBM Cloud Cost Estimator Tool
5.3.1. Estimating costs for a solution
5.3.2. IBM Cloud Charging Methods

Section 6 – Getting Started with IBM Cloud
6.1. Explain IBM Cloud account types and structure
6.1.1. Describe the IBM Cloud account types
6.1.2. Explain the benefits of an enterprise
6.1.3. Articulate examples of how to use enterprises
6.2. Guide the customer on how to setup an IBM Cloud account and assign access using IAM
6.2.1. Describe how User Access and Resource Management works in IBM Cloud
6.2.2. Describe how access policies work
6.2.3. Articulate best practices for assigning access
6.2.4. Understand that enterprises can be used to manage multiple IBM Cloud accounts
6.3. Describe the monitoring, logging and alerting capabilities of IBM Cloud
6.3.1. Describe IBM Cloud Monitoring with Sysdig
6.3.2. Describe IBM Cloud Log Analysis with LogDNA
6.3.3. Describe logging and monitoring alternatives that are built into Red Hat OpenShift
6.4. Define the various support plans
6.4.1. Articulate support costs
6.4.2. Articulate the advantages of Advanced support over Basic support
6.4.3. Articulate the advantages of Premium support
6.4.4. Describe how to raise support tickets in IBM Cloud
6.5. Describe the management involved in IBM Cloud Managed Services

Sample Question and Answers

QUESTION 1
Which component is represented by letter D in the displayed IBM VPC connectivity and security diagram?

A. direct link gateway
B. transit gateway
C. public gateway
D. secure gateway

Answer: A

QUESTION 2
Which two operating systems are supported on IBM Power Systems Virtual Server?

A. SUSE Linux Enterprise Server
B. Fedora
C. Kubuntu
D. IBM i
E. Microsoft Windows Server

Answer: A, D

QUESTION 3
Who manages the master nodes in the IBM Kubernetes service?

A. Linux Foundation
B. IBM
C. The Open Group
D. Customer

Answer: B

QUESTION 4
A company has a high-performance application which runs on a custom developed operating system.
The system requires additional resources based on an unexpected increase in workload. They have
decided to replatform the application and to provide additional capacity before their customers are impacted.
Which IBM Cloud solution should they use?

A. Bare Metal Server
B. LinuxONE Server
C. Virtual Server Instances
D. Hyper Protect Virtual Server

Answer: C