TONETTE CHATMAN

Dallas, TX; 75219

312-543-8810
tonettechatman@yahoo.com
www.linkedin.com/in/tonettechatman

PROFESSIONAL SUMMARY
Top performing Sales Executive with 20+ years of providing solutions into Fortune 500 Corporations Successful "Hunter"
with a proven track record of consistently exceeding sales quota and company expectations Proven track record of being an
over-performer who can manage stressful situations professionally and mentally agile Exceptional leader with a solid
understanding of Solutions Selling Technically-savvy with outstanding relationship building, training and presentation skills

SALES, SOFTWARE and HARDWARE SKILLS

Solutions Selling, S.P.I.N. Selling, Selling to VITO
IBM Tivoli, IBM zSeries Software, IBM Websphere, CRM, ERP software (JD Edwards, Siebel, Ariba, SAP), Microsoft Office,
UNIX-HP-UX, AIX, Windows, DOS, MVS, TSO, C/C++, Perl, Pascal, FORTRAN, Ada, Basic, SAS, DB2, COBOL, IP, IPX
HP, Apple, Sun, PC, WinTel, NeXT, VAX, IBM and compatible systems, CISCO router configuration and installation

EDUCATION
Master of Science: Computer Science Howard University; G.P.A: 3.8/4.0 Top 3% - magna cum laude
Bachelor of Science: Computer Science & Mathematics Langston University; G.P.A: 3.75/4.0 Top 5% - cum laude

WORK HISTORY

TLC Enterprises
Sales, Marketing Account Executive, (May 2006 Present)
Implemented marketing strategies that resulted in over $1.4B in revenue cumulatively within the first 6 yrs of business
Penetrate and develop new markets by pursuing new customers, conducting presentations and business value propositions
with a high level of professionalism, passion, ethics and confidence
Execute a well targeted "value selling" strategy for allocating resources and driving sales activities to achieve margins by
collaborating within the company and team to prioritize, facilitate, and direct the use of resources
Build and foster a passionate and committed team of leaders that is dedicated to the success of our customers and the
business
Assess and manage performance/results of team to ensure individual and group excellence, provide training, counsel and
support individuals through challenges and effectively lead team
IBM Corporation - Chicago, IL
Software Sales Account Executive, (January 2001 May 2006)
Exceeded sales quota consistently: 144% 1st year-sold over $4.2M; 140% 2nd year-sold over $3.2M; and 105% 3rd yearsold $2.7M into Fortune 500 Corporations and mid-size enterprises within a wide variety of industries
Earned and received the "Rookie of the Year" Award and 100% Club Recognition (each years), setting the bar for
outstanding performance in Central West Region
Excelled at strengthening long-term relationships at all levels: C-Level Executives, Decision-Makers and Technical teams
Managed all aspects of the sales cycle: Identified key decision-makers, built strong customer relationships, penetrated and
developed major accounts and new prospects, performed sales presentations, negotiated contracts and closed new business
Engaged and worked closely with customers and IBM's pre-sales technical team to assess customer requirements and
deliver optimal value and strong business results -- sold over $10M of complex software solutions to enterprise accounts
Managed territory using Siebel to accurately forecast pipeline development (weekly, monthly and quarterly), report on
opportunities within the assigned territory, deliver sales results and analyze overall win rates and win/loss ratios
IBM Corporation - IBM Global Services - Chicago, IL
Hosting Sales Executive, (November 2000 January 2001)
Slashed IBMs cost 30% by negotiating pricing in client contracts while ensuring the continuation and enhancement of
services
Fostered excellent working relationships with Customers, IBM Client Teams and Executives at IBM hosting facilities
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 Identified, developed and closed new hardware and software hosting services for the IBM, ERP(i2) & CRM(Ariba)
consortium to IBM Clients & Client Teams through a consultative solution sales approach
Developed guidelines and terms for the hosting services
J.D. Edwards World Solutions Company - Oakbrook, IL
Regional ERP Software Account Executive, (October 1998 August 2000)
Exceeded quota 130% each year by developing new logos within the assigned territory and selling over $2M in Customer
Relationship Management (CRM), Enterprise Resource Planning (ERP) software solutions, professional services and
strategic and complementary business solutions such as Active Supply-Chain, Ariba and Siebel software to help clients
solve business system problems
Led strategic ROI planning sessions with Executives based on their strategic vision and goals and positioned J.D. Edwards
as a trusted business advisor/partner by developing relationships and ensuring customer satisfaction
Represented J.D. Edwards in user group meetings, seminars & client events in the Consumer Packaging and Services
Verticals
Provided competitive intelligence and market analysis/analytics to develop counter strategies, influence customers buying
decisions and win business
Motorola, Inc.s Semiconductor Products Sector (SPS) - San Jose, CA
Key Account Technical Sales Engineer, (June 1997 October 1998)
Exceeded sales quota: 118%(individual quota) 1st yearsold over $95M; and 150%(team quota) 2nd yearsold $450M by
identifying opportunities and developing strong client-relationships with the Engineers and Purchasing Managers in the hitech computer industry
Motorola, Inc.s Semiconductor Products Sector (SPS) - Phoenix, AZ & Austin, TX
Sales Rotational Engineer, (June 1996 June 1997)
Completed an extensive one-year training program that included over 200 hours of classroom training, sales skill training,
and four (4) job rotations in marketing, engineering, customer service and support organizations to gain a working
knowledge of the products and infrastructure in each rotation -- preparing for the Technical Sales Engineer position
Motorola, Inc.s Semiconductor Products Sector (SPS) - Phoenix, AZ
Project Leader/Network Analyst, (January 1994 June 1996)
Managed/Coordinated all hardware/software installations and modifications to four (4) major intermediary LAN/WAN
networks in (Phoenix, AZ; Austin, TX; Taipei, Taiwan & Tokyo, Japan) to enhance client/server file sharing
Managed Motorolas SPS peer-to-peer network architecture, operations, applications, capacity planning, security
requirements and R&D efforts to install secure intermediary networks connecting SPS and other Motorola Sectors

HONORS and AWARDS

ACTIVITIES and MEMBERSHIPS

Star Achiever
Super Star Achiever
Outstanding Women of America
Presidents Club (multiple times)
100% Club and Recognition Event (each year)
Rookie of the Years

Alpha Kappa Alpha Sorority, Inc - Treasurer

Greenwood Chamber of Commerce
MLK Fine Arts Educational Program - Treasurer
ATOP College Preparatory School - Volunteer
Alpha Chi-Honor Society

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