Joe Gerlisky

Product Manager | Research & Analytics | Academic & Federal Government

As Product Manager for research and analytics solutions for federal government, academic research institutions, and corporate research and funding organizations my primary responsibilities consist of:

• Develop and implement strategies to grow accounts and generate new sales and partnerships to achieve sales goals.
• Promote Clarivate professional services capabilities and sell research and analytics solutions by way of site visits, deep dive needs discovery, preparing written recommendations and proposals, and positioning, presenting, and demonstrating products.
• Develop and maintain subject matter expertise of Clarivate research and analytics data, products, and professional services capabilities.
• Develop and maintain strong relationships with current clients and new prospects generated from marketing campaigns, conferences, seminars, and professional networking events.
• Provide feedback on the competitive market environment, new product concepts, service issues, customer requirements, and marketing opportunities such as seminars, trade shows, and other programs.

• As a federal government domain specialist, I identify and vet opportunities for targeted services within Ricoh's premium offerings.
• I work cross-functionally within my design and advanced services organization and with external partners, integrators and vendors.
• I conduct business and technical needs discovery, create functional requirements and statement of work documents, and perform fit and feasibility analysis, all within a ISO9001 compliant framework.
• I am responsible to federal contract, technical, regulatory, and information security compliance review.
• Services include business process outsourcing solutions, robotic process automation, document conversion, information governance consulting and services, digital forensics, and eDiscovery solutions.

• Responsible for territory sales and account management and retention
• Exceeded annual goal for sales and recurring revenue by 6%
• Sourced and attend industry and professional networking events
• Managed all prospecting, lead generation, opportunity management, sales, and customer engagement in Salesforce
• Configured, priced, and quoted pre-engineered technology solutions
• Provided state certified continuing education training programs.

• Provided SAAS ERP cloud solutions
• Responsibilities included prospecting, pipeline building, opportunity development and management, product presentations and demonstrations, pricing and contract negotiation, and closure of sales opportunities
• Led clients through a strategic & defined sales process
• Prospected, qualified, proposed and closed new business against brand name competitors while overcoming resistance to change and developed advisor-based relationships
• Employed professional sales methodologies such as Solution Selling, Customer Centric Selling, Strategic Selling, SPIN Selling
• Utilized Salesforce CRM, Power Point, Word, Excel, Outlook, Marketo, GoToMeeting, WebEx, MS Teams, email/social marketing, LinkedIn Sales Navigator, and various business intelligence platforms including GovWinIQ, Bloomberg, FPDS, Eikon and others.
• Attended networking events to build relationships and identify sales opportunities
• Executed successful sales strategies to convert leads into customers
• Leveraged marketing channels and sales strategies to develop pipeline and increase profitability
• Gained understanding of goals, objectives and processes to meet client business needs
• Managed sales cycle to maintain solid customer base
• Built and strengthened relationships with new and existing accounts to drive revenue growth
• Negotiated sales deals between customers and agency, resulting in mutually beneficial agreements and cultivated relationships

• Combined industry expertise with innovative technology and content to deliver critical information to federal government decision makers
• Increased revenue 12% and market share in federal accounts (DOJ, DHS, US Federal Courts, State Department) while strengthening customer relationships
• Developed agency/account/territory management plan to achieve balanced sales and revenue
• Provided account management and customer support services
• Established long-term customer relationships and cultivated new business opportunities
• Conducted weekly strategy calls with executives and solution line partners
• Leveraged Salesforce to track and manage account activity to include forecasting, opportunity pipeline management, customer meetings, etc
• Coordinated local marketing efforts and assisted other market segments as needed.

• Provided technology and professional service needs assessments and recommendations related to full litigation life cycle solutions including information governance, legal hold solutions, pre-litigation preparedness, forensic data collection, hard copy to digital document collection and digital conversion, early case/data assessment, ESI collection, data processing technology solutions, culling methodology, process consulting, data hosting, coding, review technology, schema consulting, predictive analytics solutions, application consulting, document review technology, managed document review services, electronic and paper-based production solutions, deposition services, etc
• Provided technology and professional service consulting for foreign language translation and document review solutions to AMLAW 200 law firms in matters related to multinational M&A, cross border litigation, federal investigations, and other client-based needs related to highly regulated, highly litigious, complex market segments and high-level subject matter expertise.
• Proved successful working within tight deadlines and fast-paced atmosphere

• Provided the GovWinIQ public sector market intelligence solution to federal civilian agency and defense government contractors
• Prospected, identify and qualify prospects within a targeted federal defense contractor space
• Achieved/exceeded annual and quarterly sales goals
• Conducted needs analysis for public sector contractors
• Delivered web-based presentations and product demonstrations
• Established and supported product/solution evaluation trials
• Priced, negotiated, and closed term service contracts
• Developed and executed effective call, e-mail, and social media marketing campaigns
• Developed and managed territory plans and opportunity pipeline
• Provided territory budget and forecasting

• Circle of Excellence award winner achieving 109% revenue and 122% POS Goal
• Utilized federal market intelligence resources for business development and revenue generation within civilian agencies of the Federal Government
• Coordinated LexisNexis government sales teams initiatives and governmental business units’ initiatives
• Communicated agency strategic vision and 5-year mission tactical progress to LexisNexis leadership
• Communicated market needs based on federal budget analysis and FPDS agency spending profile analysis to LexisNexis solutions development and strategy teams
• Prepared senior level presentations and implementation plans for customers
• Worked with marketing department to create marketing plans, white papers, and competitive analysis
• Analyzed federal budget to grow knowledge of federal agency workflows, pain points, strategic goals, program history, political environment, etc
• Utilized FPDS analysis for strategic customer offerings and to determine appropriate customer targeting
• Managed all responses to Federal Agency RFPs and RFIs.