Agentic AI Coach

Agentic AI & Runtime Security — field readiness for IBM tech sellers

Welcome back 👋

Your field companion for Agentic Runtime Security — drill the vocabulary, sharpen discovery questions, and rehearse objection handling until it's second nature. Use this after the Foundation Workshop to reinforce what you learned, and before every customer call to stay sharp.

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Step 1 · Know the Language

Term Drill

Flashcard recall — the 4 Gaps, 5 Imperatives, NHIs, CIBA, and more. Flip to reveal the definition.

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Step 2 · Read the Room

Discovery Drill

Read the situation, pick the best discovery question from three options, and learn why it works from a staff SA coach.

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Step 3 · Hold Your Ground

Objection Drill

Read the objection, write your own response, then compare against the ideal answer. Levels 100 and 200.

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Step 4 · Run the Call

Role Play Drill

Full guided scenarios — respond to every customer exchange from scratch and get coached on each move.

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Step 5 · Prove Readiness

Readiness Check

15-question gated quiz across terms and discovery. Pass at 80% and download your SA readiness scorecard.

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Framework · All Roles

Architecture Advantage

The 6-phase opening framework for every Lighthouse customer conversation — what to draw, what to say, and how it lands in agentic AI security.

🔤 Term Drill
Term
Tap to flip
🔍 Discovery Drill
Situation
Which question do you ask?
⚔️ Objection Drill
Customer Objection
🎭 Role Play Drill
Coached: coaching and score after each exchange.
🏆 Readiness Check
🏗️ Architecture Advantage
How to use this framework Every Lighthouse customer conversation opens with the Architecture Advantage whiteboard — no product names until Phase 6. You draw the customer's AI journey, cross the troubled line at Phase 4, and only then introduce the solution. The goal is to make the customer feel understood before you sell anything.

ℹ️ About Agentic AI Coach

What is this?

Agentic AI Coach is a self-paced practice tool for IBM tech sellers preparing for Agentic AI and Runtime Security customer conversations. It covers IBM and HashiCorp's approach to agentic infrastructure, policy enforcement, secrets management, and container runtime security.

Who is it for?

IBM tech sellers who have Agentic AI or Runtime Security opportunities and need to build confidence before customer conversations — especially sellers newer to the agentic infrastructure space.

Content Sources

  • Architecture Advantage (AA) Framework: IBM/HashiCorp AA Delivery Guide for Agentic AI — the official whiteboarding methodology for field conversations
  • HashiCorp Documentation: Vault, Boundary, and runtime security product positioning from developer.hashicorp.com
  • IBM Field Motion: Agentic AI field conversation guides, discovery frameworks, and objection patterns from IBM field SMEs
  • IBM Seismic: TKS recordings and product positioning decks for Agentic AI

Creation Process

Content is created by Celine Valentine (IBM Global Field Readiness Strategy Director) using AI-assisted synthesis of the source materials above. Each mode goes through: source reading → framework mapping → content generation → field review.

Feedback & Contact

Questions, corrections, or content requests: contact Celine Valentine via Slack. All feedback is reviewed and incorporated into the next content update.

Version 1.0 · June 2026