Industry Principal – Life Sciences

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.

• 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

• 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…