Bryan Gomes
Dripping Springs
Summary
Dynamic Senior Deal Desk Manager at Celonis with a proven track record in deal structuring and sales planning. Expert in navigating complex negotiations, enhancing revenue, and driving sales enablement. Passionate leader skilled in cross-functional collaboration, leveraging tools like Salesforce and Tableau to achieve strategic goals and optimize sales processes.
Overview
12
12
years of professional experience
Work History
Senior Deal Desk Manager
Celonis
Austin
12.2021 - Current
- Proven strategist of complex, highly visible deal negotiations with a solution focused ownership approach that ensures the company, the customer and the sales teams' requirements are addressed.
- Review and Approve Order Forms for Region
- Excel at navigating large enterprise accounts through any stage of their account life cycle (land, expand, renewal/at risk).
- Coordinate with various stakeholders to seek inputs for deals by working closely with Finance and Legal on Master Agreements and other non-standard request.
- Trusted advisor for the Sales Organization with a passion for deal knowledge sharing and forever intrigued by the art of the possible.
- Provide Sales Enablement on best practices.
- Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions.
- Worked cross functionally for process improvements in CPQ system, Renewal Process and Customer Reference Process.
Manager, Sales Operations
ServiceNow
San Diego
03.2020 - 11.2021
- Manage a team of Sales Operations Specialists supporting field sales professionals in the Americas
- Team oversees accounts with over $550 Million in Annual Contract Value
- Understand sales go-to-market strategy and identify resourcing initiatives
- Review and Approve all Order Forms for Enterprise West
- Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions
- Review and approve non-standard deal structures and language
- Support the weekly top-line forecast process including attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards
- Manage the annual planning, territory and quota setting process
- Provide input to senior leadership in the development of sales incentive compensation programs, and partner with finance on administration to ensure accurate and timely payments to program participants
- Provide weekly, monthly, and quarterly reporting and metrics in support of meeting key sales initiatives and targets
- Work cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle and arm the sales force to win in the market
Supervisor, Alliances and Channels Sales Operations
ServiceNow
San Diego
02.2019 - 03.2020
- Managed a team of Sales Operations Specialists covering ServiceNow’s Global MSP Partner Accounts
- Team accounted for over 1,000 transactions and $154 Million in ACV in FY20
- Assisted with deal structuring for complex and non-standard deals
- Worked with Commissions to submit and resolve commissions exceptions and escalations
- Aligned to Global Sales Director and provided key metric reports to ensure performance goals were met
- Assisted with Annual Planning through assigning accounts and quotas in Anaplan
- Designed and implemented MSP Sales Operations dashboard and reports
- Led an Install Base project for Sales Operations to remediate data quality issues in instance tracking
Sales Operations Specialist
ServiceNow
San Diego
02.2017 - 01.2019
- Aligned to Enterprise Sales Territory and directly support 10-12 Sales Executives
- Developed creative deal structuring for pricing and payment solutions balancing customer needs, pricing policies and revenue recognition policies.
- Helped create a standardized new hire training process
- Created an invoicing formula that was implemented into a CRM system to automatically split out Built in Upsells
- Attended and participated in all forecast meetings supporting Sales Management in the weekly roll-up of their forecast
- Understand Sales Commission Plans and assist in commission exception conflicts and commission strategies
- Perform pipeline reviews and establish best practices and methodologies for forecast accuracy
- Analyzed and reviewed current customer licensing, products and usage and identify new revenue opportunities
- Reviewed Quotes and Order Forms for accuracy and completeness.
- Support sales organization’s requirement for Customer licensing compliance
Accounts Receivable Accountant-Finance
ServiceNow
San Diego
02.2015 - 02.2017
- Created a quarterly cash forecast provided to FP&A to help determine quarterly cash flow guidance
- Input and review completed orders in SAP
- Responsible for all journal entries for write-offs to bad debt and application of payments
- Review and process invoices generated from our regular sales orders and non-sales order invoices such as those for training, travel expenses, our Knowledge conference events and other invoices as needed to ensure proper coding.
- Finance lead for processing orders, invoicing and collections for 260 plus sponsors for our annual Knowledge Conference.
- Work closely with the revenue team regarding the review of sales orders with non-standard revenue terms to ensure proper recording in the ERP system.
- Won quarterly collections contest, collecting over $51 million during the quarter
- Interface with the Sales Department and customers daily to assist in the resolution of inquiries as they relate to invoices, sales orders and other issues as they arise.
- Maintain Accounts Receivable policies, procedures, and controls
- Assist finance/accounting team on monthly closing, audit, tax and other projects/tasks related to AR.
Staff Auditor-Internal Audit Department
ServiceNow
Santa Clara
06.2014 - 02.2015
- Responsible for completing numerous Sarbanes-Oxley tests covering all financial departments of the company
- Tests include evaluating and analyzing internal controls for departments such as AP, AR, Procurement, Revenue Recognition, HR, Fixed Assets, Payroll, and Equity
- Required to be familiar with different departments policies and operational procedures
- In charge of collecting and analyzing SOC-1 reports
Education
MBA -
Louisiana State University
Baton Rouge, LA07-2023
Bachelor of Business Administration - Finance
Loyola Marymount University
Los Angeles, CAGraduate Certificate - Emerging Technologies For Business
Louisiana State University
Accounting Certificate -
UCSD Extension
San Diego, CASkills
- Deal structuring
- Sales planning and forecasting
- Sales KPI analysis
- SaaS sales process design
- Accounting operations
- Leadership and coordination
- Quote to Cash
- Revenue enhancement
- Goal achievement strategies
- Regulatory compliance
- Microsoft Office Suite
- Microsoft Dynamics
- SAP CRM
- Data visualization with Tableau
- Salesforce CRM proficiency
- Zoura CPQ expertise
Affiliations
- Loyola Marymount Finance Society
- Lambda Chi Alpha Fraternity, Delta Psi Chapter
Technical Acumen
- Microsoft Office Suite (Word, Excel, Access, PowerPoint, and Outlook)
- Microsoft Dynamics
- SAP CRM and CPQ
- Tableau
- Zoom
- Salesforce
- Zoura CPQ
Qualifications Summary
Dynamic, results-oriented, and reliable professional, offering solid experience in finance and operations management. Recognized as a proactive individual, with well-defined communication, organizational, problem-solving, and analytical skills. High versatility; able to effectively handle high-level priorities and a broad range of responsibilities. Exceedingly adaptable; capable of working well under pressure and thrive in an atmosphere of challenge. Equipped with strong commitment to ongoing professional growth and development in corporate settings.
Timeline
Senior Deal Desk Manager
Celonis
12.2021 - Current
Manager, Sales Operations
ServiceNow
03.2020 - 11.2021
Supervisor, Alliances and Channels Sales Operations
ServiceNow
02.2019 - 03.2020
Sales Operations Specialist
ServiceNow
02.2017 - 01.2019
Accounts Receivable Accountant-Finance
ServiceNow
02.2015 - 02.2017
Staff Auditor-Internal Audit Department
ServiceNow
06.2014 - 02.2015
MBA -
Louisiana State University
Bachelor of Business Administration - Finance
Loyola Marymount University
Graduate Certificate - Emerging Technologies For Business
Louisiana State University
Accounting Certificate -
UCSD Extension