Industry Principal – Life Sciences

This is a fully remote position, open to applicants in United States.

📋 Description

• Taking charge of the life sciences vertical strategy and annual operational plan in collaboration with the Global Head of Strategic Initiatives.

• Developing and sustaining a robust pipeline of opportunities in pharma, biotech, medical devices, and CDMO through direct engagement with customers and partner channels.

• Cultivating and maintaining executive-level relationships with target operators, EPCs, OEMs, and systems integrators.

• Identifying the total addressable market, serviceable market, and Inductive Automation’s competitive stance within the life sciences sector.

• Converting operator and integrator requirements into product input related to MES, batch execution, electronic batch records, historian, and Unified Namespace use cases, collaborating closely with Product Management and Engineering.

• Overseeing and expanding a direct portfolio of strategic accounts to achieve revenue objectives.

• Offering deal support, technical positioning, and industry coaching to the wider sales team and integrator channel.

• Enhancing industry presence at significant events such as ISPE, Interphex, BIO, and other pharma manufacturing conferences through speaking engagements, panel discussions, and executive briefings.

• Collaborating with Marketing on vertical content strategies, including technical articles, customer success stories, event activations, and digital presence.

• Identifying coverage gaps among partners and contributing to the recruitment and enablement of integrators and distributors in the vertical.

• Advocating for the life sciences customer perspective in cross-functional planning, including roadmap evaluations, certification priorities, and go-to-market strategies.

⛳️ Requirements

• A Bachelor’s degree in Engineering, Supply Chain, Computer Science, Manufacturing Information Technology, or a related field is mandatory; an advanced degree or PE license is preferred.

• Over 10 years of progressive experience in technical business development, solutions architecture, or strategic sales, with a minimum of 5 years dedicated to life sciences.

• Proven software industry experience, especially with industrial controls and SCADA platforms (such as Rockwell, Schneider Electric, Siemens, AVEVA, along with Ignition) and related stacks.

• An established network of senior contacts in life sciences manufacturing, EPCs, OEMs, and critical systems integrators.

• A demonstrated history of achieving and surpassing strategic revenue goals in a complex, multi-stakeholder sales context.

• Strong ability to comprehend and communicate scientific workflows, regulatory standards (e.g., GxP manufacturing, 21 CFR Part 11, GAMP 5, computer system validation, electronic batch records), and clinical trial processes.

• Direct knowledge of life sciences operations, including MES architecture, batch execution, historian integration, MQTT/Sparkplug B, Unified Namespace, and OT/IT convergence.

• Global experience in direct sales, channel sales, and partner-led initiatives.

• Familiarity with both perpetual and SaaS/recurring revenue models.

• Comfortable making presentations to executive audiences and acting as an external technical spokesperson at industry events.

• Remote-based role, with readiness to travel extensively, both domestically and internationally, to customer sites, partner offices, IA corporate, and industry events.

🏝️ Benefits

• 100% Employee Covered Health Care: Enjoy comprehensive medical, dental, and vision insurance at no cost.

• Paid Time Off: Benefit from paid holidays, vacation days, and sick time.

• 401k with Match: Plan for your future with our company-matching 401k program.

• World-Class Headquarters: While on-site, indulge in complimentary snacks and beverages, and engage in games like pool, table tennis, shuffleboard, or foosball with colleagues.

• Adjacent Nature Reserve: Employees on-site can enjoy stunning views and invigorating adventures that inspire and energize.