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Dana R. Greenspan
Owner
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Relationship Management
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Consultants
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Creating Business Partner Relationships
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Global
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International Relationships, 26 Years in Business Business Partner Sales, New Business Development, Alliances, Relationship Management, Information Technology, Franchising.
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WINI, International Women's Association National Association for Female Executives (NAFE) Women In Technology (WITI) International Women in Business (IWB) Spare key foundation, kiva, make a wish foundation
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Relationship Manager at CS Solutions Freelance Strategic Business Partner Development at IBM Senior Business Partner Relationship Manager at IBM Freelance Business Consultant (Sales) at Winstar Pre-Need Senior Sales Consultant at Service Corporation International International Franchise Sales Manager at New Horizons Computer Learning Centers Inc.
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University of Southern California - Marshall School of Business business 1985 — 1987 Queens College psychology, Business, 1979 — 1983
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Coastal Shores and Lakes
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Volunteering Time for Women with Disabled Children
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Freelance Strategic Business Partner Development IBM (Public Company; 10,001 or more employees; Retail industry) March 2003 — Present (6 years) • Created and implemented the new business development /partner strategy objectives • Established and built business relationships critical to the evolution of the client’s Product and service offerings • Identified new acquisition targets/strategic expansions • Devised a prospect system and pipeline • Formulated sales training programs • Assisted staff in closing 23 joint business engagements generating 57M Senior Business Partner Relationship Manager IBM (Public Company; 10,001 or more employees; IBM; Information Technology and Services industry) January 2001 — March 2003 (2 years 3 months) • Built a start-up territory at ground zero with business partners resulting in 39M in revenues within the first year. Exceeded quota year to year averaging %150 • Developed and tracked joint business plans – met and exceeded revenue commitments based on business plans year to year and facilitated over 22 + new joint projects with IBM technologies • Developed aggressive "give-to-get" propositions for key partners that resulted in 200% revenue commitments year to year • Vastly improved Customer satisfaction by quickly responding to requests and delivering a compelling value proposition Freelance Business Consultant (Sales) Winstar (Public Company; 5001-10,000 employees; Information Technology and Services industry) June 1998 — January 2001 (2 years 8 months) • Increased client's revenue by developing strategic channel alliance relationships with vendors • Educated sales staff on proposal writing and account penetration • Assisted Sales staff in closing 100k - 1m (+) contracts • Coordinated the first National Sales Conference • Facilitated team building exercises to strengthen departmental cohesiveness • Created a program to bridge the gap between sales team and project management team • Acted as liaison to other divisions within corporate entity • Audited departments for optimum productivity and revenue capacity • Presented recommendations to Senior Management on performance enhancements • Trained staff on attaining revenue goals and increasing efficiency. • Evaluated and documented the success of training and assessment phases • Devised implementation plans based on evaluation findings • Assisted in long term planning as a result of comprised analysis Pre-Need Senior Sales Consultant Service Corporation International (Public Company; 10,001 or more employees; SRV; Individual & Family Services industry) March 1997 — July 1999 (2 years 5 months) • Top 1% sales producer worldwide ($2 billion corporation) • Closed 109 contracts within 7 months • Developed strategic marketing plans and long range goals • Created new business development plan to increase demographic focus • Exceeded annual projected revenue by 209% within first seven months and continued to do so through my tenure International Franchise Sales Manager New Horizons Computer Learning Centers Inc. (Public Company; 5001-10,000 employees; Information Technology and Services industry) May 1993 — April 1997 (4 years) NEW HORIZONS COMPUTER LEARNING CENTERS INC. International Franchise Sales Manager, Santa Ana CA May 1993 - April 1997 • Responsible for all stages of franchise recruitment from prospecting through closing phases • Negotiated and closed 7 major international markets with in 9 months • Co - authored international sales policies and customized sales/marketing programs • Managed departmental restructuring to realign with corporate goals • Created production schedules for new acquisitions Franchise Operations Specialist, Santa Ana CA • Traveled to national franchise locations to assess compliance with corporate policies • Trained staff for optimum productivity and utilization, resulting in a 32% increase in production • Implemented training of sales management staff, increasing quarterly location revenue, averaging 46% • Established procedures, cutting customer service response time by 1/3
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I am motivated and strive for the opportunity to make a difference. Collaborative seasoned partner alliance manager, with strength in partner strategy formulation, targeted client planning and strategic end-user business development. From International C level management to SMB experience.