Job Description
The Industry Principal – Life Sciences (Strategic Industries Manager - Life Sciences) operates as a market Principal, owning Inductive Automation’s end-to-end strategy and execution for the vertical, including but not limited to the pharma, biotech, and medical device industry operators and the engineering, construction, and systems integration partners that serve them. The role is responsible for the full lifecycle of the vertical: market definition, pipeline development, partner and customer relationships, sales enablement, product input, and external presence at industry events. The Principal works directly with Marketing, Sales, Product, and Engineering to translate market signals into revenue, and represents Inductive Automation as a senior technical and commercial voice in the life sciences community. This is a full-time position. Remote based, must be willing to travel domestically and internationally on a heavy cadence to customer sites, partner offices, IA corporate, and industry events.
Responsibilities
Owning the life sciences vertical strategy and annual operating plan, in coordination with the Global Head of Strategic Initiatives
Building and maintaining a qualified pipeline of pharma, biotech, medical device, and CDMO opportunities through direct customer engagement and partner channels
Developing and stewarding executive-level relationships at target operators, EPCs, OEMs, and systems integrators
Defining total addressable market, serviceable market, and Inductive Automation’s competitive position within the life sciences segment
Translating operator and integrator requirements into product input across MES, batch execution, electronic batch records, historian, and Unified Namespace use cases, working directly with Product Management and Engineering
Managing and growing a direct book of strategic accounts to meet revenue targets
Providing deal support, technical positioning, and industry coaching to the broader sales team and integrator channel
Leading industry presence at major events including ISPE, Interphex, BIO, and other pharma manufacturing conferences, including speaking, panel, and executive briefing roles
Partnering with Marketing on vertical content strategy, including technical articles, customer stories, event activations, and digital presence
Identifying gaps in partner coverage and contribute to integrator and distributor recruitment and enablement in the vertical
Representing the life sciences customer voice in cross-functional planning, including roadmap reviews, certification priorities, and go-to-market sequencing
Requirements
Bachelor’s degree in Engineering, Supply Chain, Computer Science, Manufacturing Information Technology or related discipline is required; advanced degree or PE license preferred
10+ years’ of progressive experience in technical business development, solutions architecture, or strategic sales, with at least 5 years focused on life sciences
Demonstrated software industry experience, particularly with industrial controls and SCADA platforms (Rockwell, Schneider Electric, Siemens, AVEVA, as well as Ignition) and adjacent stacks
Established network of senior contacts across life sciences manufacturers, EPCs, OEMs, and mission critical systems integrators
Proven track record carrying and exceeding a strategic revenue number in a complex, multi-stakeholder sales environment
Strong capability to understand and articulate 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 working knowledge of life sciences operations: MES architecture, batch execution, historian integration, MQTT/Sparkplug B, Unified Namespace, and OT/IT convergence.
Global experience across direct sales, channel sales, and partner-led motions
Experience with both perpetual and SaaS/recurring revenue models
Comfortable presenting to executive audiences and serving as an external technical spokesperson at industry events
Remote based, willing to travel domestically and internationally on a heavy cadence to customer sites, partner offices, IA corporate, and industry events
Champions for industrial automation innovation and driven by a mission statement to empower our customers to swiftly turn great ideas into reality by removing all technological and economic obstacles, we create and deliver solutions that relieve pain points, bring efficiency to operations and optimize integration.
Our passion goes beyond customers. We celebrate your personal and professional milestones, and we support our teams with meaningful work in a collaborative environment.
We find that great work-life balance inspires teams to do their best work and empowers people to live their best lives. That's why diversity, fun, and flexibility are ingrained into our work culture.
The Inductive Automation team understands the importance of personal growth and social connection. So things like time for professional development, or company and team activities are baked right into the schedule to keep us all engaged, connected, and prospering.
100% Employee Covered Health Care: Don’t pay a dime for your medical, dental, and vision insurance
Paid Time Off: Receive paid holidays, vacation, and sick time
401k with Match: Save for the future with our company-matching 401k program
World-Class Headquarters: While on-site, enjoy complimentary snacks and beverages, then challenge a friend to a game of pool, table tennis, shuffleboard, or foosball
Adjacent Nature Reserve: On-site employees enjoy breathtaking views and adventures that energize and inspire
At this time, we are unable to offer employment for individuals located outside of the United States and/or those who require sponsorship for employment visa status (e.g., H-1B visa status). We know you've got a lot of options when seeking an employer where your skills and talents will shine, so we really appreciate that you considered us.
Inductive Automation, LLC is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, sexual orientation, gender identity, and status as a protected veteran or individual with a disability. Verification of US employment eligibility required.
Own and grow strategic cybersecurity alliances by setting partner plans, generating and influencing pipeline, enabling co-selling, supporting deals through close, and reporting alliance performance to leadership.
Lead global sales execution programs and partner with North America sales leaders to help enterprise sellers win complex technical deals through practical coaching, value-selling tools, and consistent operating rhythms.
Build cloud-partner go-to-market plans and drive co-selling, marketplace adoption, and partner-sourced revenue by aligning internal sales teams with AWS, Azure, and GCP organizations.
Own strategic GSI partnerships by developing joint go-to-market plans, coordinating sales and marketing, enabling partner teams, and driving opportunities and services alignment across assigned accounts.
Develop and grow OEM sales across North American automotive and non-automotive markets, managing customer relationships, account strategies, negotiations, and project delivery for injection-molded products.
