Dana Russo
Glen Rock,NJ
Summary
Dynamic sales executive with 20+ years in media, from large-scale to boutique companies-driving record growth and forging deep industry relationships. Strategic, decisive, and adaptable leader skilled at building high-performing teams and fostering a culture where sellers excel.
Overview
22
22
years of professional experience
Work History
Director of Agency & Client Partnerships
AMC Networks
NYC
04.2020 - Current
- IPG/Mediabrands Portfolio Lead: Run all communication and negotiation (both internal and external); oversee the Boston territory.
- Created & implemented Pharma category GTM strategy, establishing custom Pharma Digital Ratecard for IPG now being replicated for the other hold cos due to the success -Increased Pharma Upfront revenue by +45%/+$2M with 4 new Pharma Digital clients (100% Digital participation from IPG Pharma clients)
- Orion Capital Partnership-Established Endeavor deal 3 years ago-Increases YOY
- Oversee Sales team: 3x Account Executives; 3 Sales Assistants
- Collaborate with Head of Sales to craft agenda for weekly National Sales Meeting
- Present annually at Annual Sales Summit in Chicago
- Facilitate all C-level invites to the Sundance Film Festival.
- 2022 Sales Award for Securing Multiple 360 Content Partnerships.
Director of Agency Partnerships
VICE Media Group/Refinery29
NYC
05.2019 - 04.2020
- Partner with C-level leadership at the agency holding cos. to educate on the VMG value proposition both nationally and globally to create content & media partnerships across VMG’s LOBs: VICE Digital, Refinery29, VICE TV/News, VICE Studios/Pulse Films, Virtue, i-D + Garage
- Successfully created insights-driven, content partnerships with WPP & Dentsu to influence and motivate advertiser business strategies; Increased number of RFPs for VICE by +20% in first 5 months.
- Supervised 4 senior Lead Client Partners (sellers) across WPP & Dentsu on all new business clients with agency partners
- Developed & negotiated first VICE Dentsu ratecard in first 3 months
- Pioneered ‘The VICE Room @Dentsu’ education sessions with Dentsu SLT
- Launched Social Platform Go-to-Market Strategy for off-platform partnership opps with Snapchat, FB Watch & Twitter
AE, Sales & Client Partnerships
Warner Bros. Discovery
NYC
03.2013 - 04.2019
- Entertainment/ News/Emerging Consumers-Dentsu Portfolio Lead
- Closed first Audience-Targeting deals with T-Mobiles & Liberty Mutual 2015
- “Breakthrough” Award for Ad Innovation 2015
- Led task force on behalf of EVP Sales to establish OTT GTM Sales Strategy
- Supervised a team of up to 6 Direct Reports on $150M desk: 3 Integrated Sales Planners & 3 Sales Assistants; Incr Digital Spend +113% & Tripled # Digital Clients
- Led Planner Development Program 2018: Managed 7 AEs & 50 Planners
AE National AdSales
ION Media Networks
NYC
10.2011 - 03.2013
- Increased Zenith Upfront dollars by 40% vs. prior year; Generated $10M New Biz
- NYC 2011-2013: AE National AdSales
Director, Sales & Partnerships-IFC & Sundance
AMC Networks
NYC
03.2008 - 09.2011
- Led IFC & SUN from a branded entertainment model to an ad supported one.
- Supervised a team of up to 4 Direct Reports in first Sales role
- Events: Sundance Film Festival, SXSW and The Independent Spirit Awards
- Generated 25% team revenue; secured 25x new brands & 2x content partnerships.
Sales Asst Exec Sales Planner
Discovery Communications, Inc.
NYC
08.2003 - 03.2008
Education
BA - English & Communication
Muhlenberg College
Allentown, PaSkills
- High-level Upfront Negotiations
- C-level & Sr Account Level relationships
- DIGITAL-Programmatic Sales, Strategy & Product
- Team Leadership/People management
- Revenue growth/GTM strategies
- Sales forecasting
- Presentation skills
- Premium 360 Branded Content Partnerships
- New Business Development/Client Strategy
Timeline
Director of Agency & Client Partnerships
AMC Networks
04.2020 - Current
Director of Agency Partnerships
VICE Media Group/Refinery29
05.2019 - 04.2020
AE, Sales & Client Partnerships
Warner Bros. Discovery
03.2013 - 04.2019
AE National AdSales
ION Media Networks
10.2011 - 03.2013
Director, Sales & Partnerships-IFC & Sundance
AMC Networks
03.2008 - 09.2011
Sales Asst Exec Sales Planner
Discovery Communications, Inc.
08.2003 - 03.2008
BA - English & Communication
Muhlenberg College
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