Dick Dunkel is an accomplished technology executive, revenue enablement strategist, and business advisor with more than 30 years of experience helping organizations accelerate growth, strengthen sales performance, and navigate the complexities of evolving markets. Throughout his distinguished career, Dick has worked with emerging technology companies, global enterprises, and internationally recognized brands, developing a reputation for transforming sales organizations through innovative methodologies, disciplined execution, and people-centered leadership. His expertise spans enterprise software, artificial intelligence, SaaS, technology solutions, sales management, performance management and organizational transformation. With a career built on the belief that sustainable growth requires the right combination of people, processes, technology, and strategy, Dick brings a distinctive perspective to organizations seeking to strengthen their competitive positioning and achieve long-term success.
Currently serving as Vice President of Revenue Enablement at Altana, Dick plays an instrumental role in advancing the company’s customer engagement capabilities and optimizing sales execution. Altana is an innovative technology company providing an intelligent, dynamic map of global supply chains, empowering enterprises and public-sector organizations to navigate international trade complexity, improve resilience, and make informed business decisions. In his leadership role, Dick focuses on strengthening the effectiveness of business development professionals, sales executives, solution engineers, implementation specialists, and technical account managers. His work centers on establishing scalable processes, equipping customer-facing teams with the tools, resources and capabilities necessary to succeed, and aligning revenue execution with Altana’s broader mission of creating a more connected, transparent, and trusted global trading environment.
A defining element of Dick’s professional legacy is his development of the MEDDIC sales qualification methodology, one of the most influential frameworks in modern enterprise selling. During his tenure at PTC in the 1990s, Dick created the MEDDIC acronym in 1996, creating a structured approach to evaluating complex sales opportunities, understanding customer decision-making, and improving sales effectiveness. What began as a practical framework for strengthening sales execution and mitigating deal risk, evolved into a widely adopted methodology used by technology organizations and sales professionals around the world. This innovation reflects his ability to identify fundamental business challenges and develop practical, repeatable solutions with enduring industry relevance.
Dick’s early career established the foundation for his deep understanding of enterprise selling and sales leadership. Beginning at Xerox Corporation, he demonstrated exceptional commercial performance, earning five Representative of the Quarter distinctions and recognition as Xerox Engineering Systems National Representative of the Year in 1993. He subsequently joined PTC, where he progressed through account management, sales development, and district sales leadership positions, achieving multiple President’s Club Awards. In addition to contributing to the creation and global implementation of MEDDIC, he developed sales training programs, led multidisciplinary sales teams, and drove year-over-year growth exceeding 20% in a district leadership role. These formative experiences shaped his conviction that successful sales organizations are built through disciplined qualification, consistent coaching, clearly defined processes, and a strong commitment to customer value.
Building on these accomplishments, Dick assumed increasingly significant leadership responsibilities across the enterprise technology sector. At Breakaway Solutions, he managed a team of six sales executives responsible for generating $24 million in annual services revenue. He later joined Corio, where he sold enterprise application hosting and management services to major commercial and government organizations, including the United Nations and the United States Coast Guard. His performance earned him recognition as the company’s second-ranked account executive in 2003 and top-ranked account executive in 2004. These achievements reinforced his ability to navigate sophisticated buying environments, develop strategic customer relationships, and translate complex technology solutions into measurable business outcomes.
Dick continued expanding his leadership capabilities at IBM, where he served as Sales Director for IBM’s Applications On Demand. Managing both senior field sales executives and inside sales professionals, he guided teams responsible for acquiring new customers and expanding existing enterprise relationships. Under his leadership, team performance reached 132% and 118% of target across two years, with reported growth of 47%. Dick also led the expansion of IBM AoD to the Japan market, working with local sales teams to drive adoption of IBM AoD’s differentiated messaging. He subsequently held sales leadership positions at SAP America, Application Security, and Digby, gaining experience across enterprise applications, cybersecurity, professional services, and mobile technology. His work with these organizations demonstrated his adaptability across changing technology markets and strengthened his ability to connect innovation with practical commercial execution.
At Sprinklr, Dick transitioned from regional sales leadership, where he achieved President’s Club honors, into a broader global sales enablement role, where he helped improve the effectiveness and productivity of customer-facing teams. As Director of Sales Enablement, he focused on accelerating new-hire productivity, enhancing the performance of experienced sales professionals, and defining customer engagement models designed to shorten sales cycles and increase average deal size. His work combined strategic planning with practical execution, demonstrating his ability to move beyond conceptual recommendations and implement organizational improvements that support stronger commercial performance. This experience further established Dick as a leader capable of building the systems, processes, and talent development programs necessary for sustainable growth.
Dick’s expertise in organizational transformation became especially evident during his tenure as Global Head of Field Enablement at Celonis, a leading process mining and execution management technology company. There, he built a high-performing 12-person field enablement organization from the ground up, supporting account executives, business development representatives, customer success teams, and post-sales professionals. He developed comprehensive onboarding programs, sales playbooks, management playbooks, and ongoing professional development initiatives designed to strengthen execution across the customer lifecycle. By connecting sales methodology, leadership development, and operational discipline, Dick helped establish the infrastructure and data driven sales performance system necessary to support a sophisticated global commercial organization.
His subsequent appointment as Chief Customer Officer at MEDDICC represented a meaningful continuation of his longstanding commitment to advancing the science and practice of enterprise selling and customer success management. In this position, Dick contributed to an organization dedicated to making modern sales qualification methodologies more accessible, actionable, and effective for go-to-market professionals. He later served as Vice President of Field Enablement at Cloudera, leading a 12-person global team, where he led initiatives focused on driving the adoption and sales of new offerings, improving sales execution and organizational performance. Across these leadership roles, Dick consistently demonstrated the ability to assess existing commercial capabilities, identify performance gaps, and develop structured improvement strategies aligned with organizational objectives.
Beyond his corporate leadership responsibilities, Dick has cultivated a growing presence as a strategic advisor and contributor to leadership development. He serves as an Advisory Partner at RevCentric Partners, providing insight into revenue strategy, sales effectiveness, and organizational improvement. He has also served on the Board of Advisors for the Transformative Leadership program at Pace University’s Lubin School of Business, contributing his practical executive perspective to discussions surrounding leadership and business transformation. His involvement with Philadelphia Start Up Leaders further reflects his interest in supporting entrepreneurs, emerging businesses, and the next generation of innovative companies.
Dick’s professional influence also extends into public speaking, executive education, and sales leadership development. He has addressed sales organizations and professional communities, sharing insights into complex enterprise selling, data-driven performance management, qualification methodologies, revenue enablement, and sales management effectiveness. His engagement with professional networks, including Pavilion, Revenue Enablement Collective and other sales leadership communities, reflects his commitment to advancing industry knowledge and helping organizations build stronger commercial capabilities. Through training curriculum development, leadership coaching, and professional presentations, he has demonstrated an ability to translate decades of hands-on experience into practical guidance for executives and sales professionals.
Throughout his career, Dick has developed substantial international business exposure, working with sales leaders and organizations across Asia, Europe, Latin America and the Middle East. His experience includes engagements involving Japan, Singapore, South Korea, Germany, Spain, France, Ireland, the United Kingdom, Australia, Brazil, Mexico and Dubai. This global perspective has strengthened his understanding of diverse business cultures, regional market dynamics, and the leadership challenges associated with managing geographically distributed organizations. His ability to work effectively across borders and organizational structures provides additional value to companies pursuing international expansion, market development, and operational alignment.
As a prospective corporate board member and strategic advisor, Dick offers an uncommon combination of firsthand sales leadership experience, proven organizational development capabilities, and deep expertise in technology-driven business transformation. He is particularly interested in opportunities within enterprise technology, software and hardware, artificial intelligence, healthcare technology, medical technology, and telecommunications. While his experience enables him to contribute to organizations at various stages of development, he is especially well positioned to advise growth-stage companies, including Series A and later businesses with approximately 200 to 1,000 employees. He also welcomes opportunities to guide founders and chief executive officers of earlier-stage enterprises as they establish scalable go-to-market strategies, strengthen commercial operations, and prepare for their next phase of growth.
Dick’s advisory philosophy is rooted in the understanding that effective governance and strategic guidance require more than high-level recommendations. Having worked with early-stage businesses, established enterprises, publicly traded companies, and private equity-owned organizations, he understands the importance of translating strategy into tactical plans and resources and measurable operational improvements. His strengths include evaluating sales organizations and go-to-market functions, establishing performance management frameworks, optimizing customer engagement processes, implementing effective sales methodologies, and developing leadership structures that enable accountability and execution. He brings to the boardroom the perspective of an executive who has personally built teams, managed complex commercial relationships, implemented enterprise-wide systems, and guided organizations through periods of change.
A graduate of the University of Delaware with a Bachelor of Science in Civil Engineering, Dick brings an analytical and systems-oriented approach to business leadership. His academic background provides a foundation for his structured problem-solving style, while his enrollment in the MBA program at Villanova University reflects his continued interest in business management and professional development. Over the course of his career, he has combined technical understanding with commercial judgment, enabling him to communicate effectively with engineers, technology specialists, sales professionals, senior executives, and organizational stakeholders. This multidisciplinary perspective has become a defining characteristic of his leadership approach.
Equally important to Dick’s professional identity is his commitment to supporting individuals and communities beyond the corporate environment. His charitable and community interests include initiatives serving individuals with physical and mental disabilities through equestrian programs, as well as organizations working to improve access to healthcare and education for disadvantaged communities in Haiti. His interest in these causes reflects a broader belief that meaningful leadership extends beyond business results and includes the responsibility to contribute positively to the lives of others. Whether mentoring professionals, supporting emerging business leaders, or contributing to charitable initiatives, Dick values opportunities to use his experience and resources to create lasting impact.
Today, Dick is focused on extending the value of his executive experience into broader board and advisory opportunities. Having spent more than three decades helping organizations adopt innovative technologies, develop high-performing teams, and achieve stronger commercial outcomes, he is motivated to support a wider range of companies as they navigate growth, transformation, and competitive challenges. His career demonstrates that successful leadership requires a balance of strategic vision, disciplined execution, adaptability, and genuine investment in people. With his distinctive combination of revenue leadership, industry influence, international experience, and commitment to continuous improvement, Dick Dunkel is well positioned to serve as a trusted advisor to organizations seeking to transform opportunity into sustainable enterprise value.
Character:
Dick demonstrates integrity, perseverance, and a commitment to developing people through decades of leadership, mentorship, and professional collaboration. His involvement in charitable initiatives and community-focused organizations reflects his belief that meaningful success includes making a positive difference beyond the workplace.
Knowledge:
With more than 30 years of experience spanning enterprise technology, SaaS, sales leadership, and revenue enablement, Dick possesses a deep understanding of the operational and commercial challenges facing organizations at every stage of growth. His foundational contribution to the MEDDIC methodology and extensive experience implementing sales performance systems distinguish him as a knowledgeable authority in complex enterprise selling and organizational effectiveness.
Strategic:
Dick excels at connecting long-term business objectives with practical, measurable execution strategies that strengthen organizational performance and support sustainable growth. His experience building global enablement functions, developing and guiding revenue teams, and advising emerging businesses equips him to identify opportunities, evaluate challenges, and help leadership teams make informed strategic decisions.
Communication:
An accomplished communicator who translates complex technology concepts, sales methodologies, and organizational strategies into clear, actionable guidance for diverse audiences. Through executive leadership, professional speaking engagements, coaching, and international collaboration, he has demonstrated an ability to build trust, align stakeholders, develop people and inspire teams toward shared objectives.
