Summary
Overview
Work History
Education
Skills
Certification
Current Active
Timeline
Generic

Jann Loucks

Ashburn,VA

Summary

Dynamic and results-driven Federal Account Executive with a proven record of driving growth, building trusted partnerships, and delivering mission-aligned solutions to U.S. government clients. Skilled in leading capture efforts, navigating complex procurement processes, and collaborating with federal stakeholders to identify challenges and deliver tailored, compliant solutions. Recognized for consistently exceeding sales targets, turning underperforming regions into growth engines, and guiding high-performing teams with a customer-first mindset. Trusted by federal clients and business partners alike for a consultative, strategic approach that blends technical expertise with business acumen to achieve measurable outcomes.

Overview

16
16
years of professional experience
1
1
Certification

Work History

Advisory Sales Consultant

ServiceNow
01.2021 - Current
  • I manage sales for an Army territory, including key accounts like USACE, SouthCom, NetCom, MepCom, and Africom. I guide sales efforts through strategic business development and optimization of existing accounts. By nurturing channel-based relationships, I identify opportunities for upselling, maintain strong client connections, and pursue new business opportunities. I coordinate information and clarify client expectations with internal teams to ensure service-focused implementation. I schedule and organize onsite client meetings to assess needs, negotiate solutions, and present new products, selling value propositions to boost revenue. I review annual sales plans, analyze market trends, and develop strategies to maximize revenue and achieve corporate sales objectives. I operate with a sense of urgency, recognizing the competitive nature of the Federal market, and consistently engage with my accounts to support my customers. This approach has led to steady quarter-over-quarter growth and strong long-term relationships. I have successfully driven year-over-year growth, within my territory expanding by 60%, achieving annual performance ranged between 168% and 183% of the target plan.
  • I also contributed to the ServiceNow Army ELA, focusing on architecture and governance, and supported adoption efforts. My experience was valuable to the team leading the overall initiative. The ServiceNow Army ELA closed with a total value of 431 million, spanning four option years.

Federal Sales Strategist Open-Source (CTO Federal)

Oracle
01.2018 - 06.2021
  • Chosen to spearhead a federal open-source startup within Oracle, I began with $167K in renewals and very little established presence in the Federal sector. This business division was essentially a startup within the larger Oracle organization. I helped manage all sales efforts across the Federal, state, and local government for Oracle’s open-source offerings specifically Oracle Linux. Collaborating closely with the marketing team, I devised a comprehensive market entry strategy, driving sales through strategic business development and the optimization of existing accounts.
  • In partnership with marketing, I focused on targeting Federal shows and industry-specific events, blending marketing efforts with partner-led initiatives. My quota achievement has been remarkable: I consistently doubled or tripled revenue growth annually in this territory, generating $8M in sales revenue over three years and ensuring a steady pipeline of opportunities through customer-centric sales approaches and data-driven marketing strategies. My annual performance ranged between 168% and 230% of the target plan.
  • I took the lead in assembling the Federal Sales team with my VP of Sales including the recruitment of the sales director. I nurtured channel-based relationships to uncover upsell opportunities, establish client connections, and compete for new business. I was instrumental in developing the business justifications for key initiatives such as Common Criteria and FIPS-140-2. Additionally, I oversaw the creation of STIG, which is crucial for entering the Federal market.
  • Employing top-tier Account Management practices, I used consultative sales techniques to deliver the best products while ensuring accounts were set up smoothly. I negotiated and closed intricate sales deals, provided prompt solutions to customers, and guaranteed complete client satisfaction by coordinating with legal, underwriting, provider contracting, and implementation teams for holistic support.
  • I actively pursued and responded to Federal RFXs on various Federal, State, and Local Bid-Boards. Engaging with partners, I drove onsite partner events, which resulted in an additional $1 million in sales revenue. I also contributed to the Oracle Navy ELA 379-million-dollar award by assisting in governance, security, and the overall response for the Oracle Linux Open-Source component, which was awarded to DLT. I also led a $1 million ELA at HHS, coordinating efforts across 13 various agencies and switching from Red Hat Linux to Oracle Linux. Additionally, I served as a reliable consultant to CIO Jose Arietta and Chief Product Officer Todd Simpson. Collaborating with executive leaders at various partner organizations, I played a key role in securing this award for Oracle.

Sales Consultant

VMware
01.2015 - 01.2017
  • Sales Engineer committed to supporting DISA and the Defense Agencies. Developing and proposing cloud solutions that distinguish VMware software and services to fulfill customers' needs and goals. Promoting VMware VMC's business value and technical advantages to high-level business and technology leaders (CIOs, CTOs, Solution Architects, VPs, and IT directors) as well as to frontline administrators and operators. Engaged in pre-sales activities related to VMware, including technical sales presentations and architecture design discussions involving VMware and Open Source. Actively pursued and responded to Federal RFXs on various Federal, State, and Local Bid-Boards. Collaborating with partners, I organized onsite partner events that generated additional sales revenue. My focus was on building and maintaining customer relationships while driving the adoption of VMware cloud solutions. Successfully closed multiple deals, resulting in $3 million in NNACV. Achieved an annual quota attainment of 168%.

Sales Consultant

VMware
01.2015 - 01.2016
  • Sales lead, responsible for developing and proposing custom solutions that differentiate VMware software and services to meet the requirements and objectives of the US Army. I participated in pre-sales efforts, including technical sales presentations, architecture design discussions, competitive displacement, RFP/RFI responses, solution demonstrations, and technical workshops. My focus is on building and sustaining customer relationships while driving the adoption of VMware solutions within the US Army.
  • I identified a Win-T opportunity lost due to a technical reason and resolved the issue. Once resolved, I scheduled a meeting with the customer and successfully led an 18.6-million-dollar sale. The following quarter, I achieved an additional upsell for a 16.4-million-dollar storage opportunity. Recognizing the need for contract consolidation at the PEO level within the Army, our team secured an Enterprise License Agreement (ELA) for the Army PEO-EIS division, totaling 58 million dollars. We successfully completed this ELA for 58 million. I consistently doubled or tripled revenue growth annually in this territory, closing multiple deals throughout the year and ensuring a steady pipeline of opportunities. My annual quota attainment ranged between 188% and 236% of the target plan.

Lead Sales Engineering & Capture Strategy Exec

Technica Corp
10.2009 - 12.2015
  • In my role as the lead architect for enterprise data center technology solutions at Technica, I had a significant impact. I identified sales prospects through RFX and crafted winning designs that secured licenses and service contracts for the company. As part of a committed team, we grew company revenues from $26 million to $280 million per year. I was involved in obtaining contract awards for SWEP, NetCents, and GSA. Collaborating with over 30 different vendors, I ensured that our solutions met DoD customer requirements. My work extended across all federal agencies, establishing connections with top-level executives such as CIOs, CTOs, and Division SES officials. Regularly meeting with C-suite and executive management allowed us to create innovative solutions. Moreover, I played an essential role in design and sales efforts alongside the CEO and CTO (Owners) to reach their strategic objectives.
  • Lead mi-Cloud Design, Capture, and Response team.
  • Lead STAX Design, Capture, and response team.
  • Lead Design, Capture, and response team. DISA Identity Management Division IA43 Identity and Access Management (IdAM)
  • Lead Design, Capture, and response team. DISA VDS (Virtual Desktop Solution)
  • Lead Design, Capture, and response team. Mobile-Global Access to Enterprise Systems (m-GAtES)
  • Lead Design, Capture, and response team. FBI-wide Log system built on Elastic and Splunk.

Education

No Degree - Information Technology & Business

TCC Tidewater Community College
Virginia Beach, VA

Skills

  • Sales strategy development
  • Collaborative team management
  • Federal - Government
  • Consultative sales approach
  • Client relationship management
  • Net-New- New Logo
  • Territory expansion
  • Demonstrations
  • RFX Response Management
  • Federal contract management
  • Vendor Management
  • Business Development
  • Federal Security

Certification

  • Sales training through various organizations. I am a dedicated learner who is always seeking new ways to improve my knowledge and skills.
  • Coursera Business Foundations Software Sales Tech Sales AI for Business Generative AI in Business Specialization
  • VMware VCP 3.5 Cisco CCNA
  • LPS Integration: CCA Citrix Certified Administrator (Citrix 1455 & 1259) Citrix CCEE
  • Juniper classes (Taken at Juniper Headquarters in Herndon, VA). JNCIA (Certified JNC-102)
  • Intro to Junos OS (IJOS) Junos Routing Essentials (JRE) Junos Intermediate Routing (JIR) Junos Security (JSEC) Advanced Junos Security (AJSEC) Juniper Data Center Architect Design Best Practices Juniper Open Contrail
  • F5 (BIG-IP) Reston, Virginia. (F5 Networks HQ). 301A-LTM Specialist
  • McAfee Reston, VA (MacAfee HQ). McAfee Accredited Channel Engineer. (ACE)
  • PaloAlto Networks: IMMIXX Group 8444 West Park Drive, Mclean VA 22102 Essentials, I PAN-EDU-201 PAN-OS 5.0.
  • Global Knowledge: Security + SYO-301 Security + SYO-401 VCP5-DCV VCP6-DCV Linux RHEL-ex200 Azure (AZ 900 Fundamentals) OCI Cloud Fundamentals CISSP
  • Linux Foundation: Certified Kubernetes Administrator (CKA)

Current Active

Top Secret Clearance - SSBI

Timeline

Advisory Sales Consultant

ServiceNow
01.2021 - Current

Federal Sales Strategist Open-Source (CTO Federal)

Oracle
01.2018 - 06.2021

Sales Consultant

VMware
01.2015 - 01.2017

Sales Consultant

VMware
01.2015 - 01.2016

Lead Sales Engineering & Capture Strategy Exec

Technica Corp
10.2009 - 12.2015

No Degree - Information Technology & Business

TCC Tidewater Community College

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Jann Loucks