Director – Life Sciences – Umanist NA

Job Description

What You Will Do

The Industry Principal Lead is a senior strategic role responsible for shaping, driving, and executing the company’s industry-specific vision, offerings, and go-to-market strategy. This leader combines deep domain expertise with engineering, digital, and business consulting knowledge to develop innovative solutions, strengthen client relationships, and guide internal teams in delivering high-value outcomes.

Here are some of the technologies and responsibilities that you will be responsible for:

Industry Strategy & Thought Leadership

• Develop and refine the company’s strategic roadmap for the target industry, based on market trends, technology evolution, and customer needs.
• Serve as the lead industry expert, representing the company in conferences, executive briefings, and customer engagements.
• Produce high-impact thought leadership: white papers, frameworks, maturity models, and market POVs.
• Provide deep, authoritative Life Sciences domain leadership across pharma, biotech, and medical device operations (GxP, 21 CFR Part 11, Annex 11, data integrity).
• Create industry-specific digital manufacturing maturity models aligned to ISA-95, ISA-88, and FDA/EMA regulatory expectations.
• Lead executive conversations covering digital manufacturing, operational resilience, industrial data management (Level 3.5), electronic batch records, and AI adoption in GxP environments.

Solution & Offering Development

• Lead the creation of industry-specific service offerings combining engineering, digital transformation, automation, analytics, and system integration capabilities.
• Collaborate with product, engineering, and delivery teams to translate industry insights into scalable solution packages.
• Define value propositions, pricing strategies, and differentiation for competitive advantage.
• Help define end-to-end Life Sciences solution architectures spanning MES/MOM, IDM, cloud data platforms, SCADA/historian, and AI/ML for manufacturing and QC labs.
• Work with service line leaders to identify and define accelerators and reusable assets (templates, reference architectures, process models) that support repeatability and margin expansion.

Business Development & Sales Enablement

• Industry specific sales revenue and operating profit.
• Aid the VP of Business Development in developing and achieving annual goals and sales forecasts for the Organization.
• Account Owner for 1-3 Strategic Accounts & 3-5 Focused Accounts.
• Account Management Responsibilities:
• Establish & grow relationships within existing customers to secure contracts that achieve assigned sales quotas and targets.
• Identify new market opportunities, strategic partnerships, and account expansion initiatives.
• Researching assigned clients and possible contacts to grow accounts.
• Drive the entire sales cycle from initial customer engagement to closed sales.
• Identify sales opportunities using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
• Qualify opportunities against company criteria for ideal customers, projects, and sales.
• Utilize Salesforce to create and manage opportunities, accounts, and contacts.
• Utilize Microsoft Teams to manage internal communication for each Account & Opportunities.
• Lead consultative selling motions with VP/SVP/Director-level Life Sciences executives, using industry insights and transformation roadmaps to create new opportunities.
• Sell and shape large-scale digital transformation programs (MES, SCADA/HMI, digital quality initiatives, industrial data platforms, AI/ML use cases, automation modernization).
• Create executive-ready proposals and SOWs for $1M–$10M consulting and digital programs.
• Expand presence in regulated manufacturing environments by articulating ROI, total cost of ownership, and compliance value.

Internal Leadership & Cross-Functional Collaboration

• Manage & mentor assigned Sr. Business Development Managers, Business Development Managers, Account Managers and/or Interns.
• Assist where appropriate and needed during the sales cycle to secure contracts within Target or Focused Accounts assigned within the Industry Vertical.
• Work with service line delivery teams, technical staff, operations, and product specialists where required to address customer requirements, problems, and opportunities.
• Collaborate leadership including the Director of Marketing to develop and participate in partner events such as trade shows, lunch & learns, and/or roundtables to generate leads.
• Serve as executive sponsor or steering committee representative for major Life Sciences programs.
• Provide oversight to ensure solutions meet regulatory, validation, and data integrity requirements.
• Mentor internal teams on Life Sciences operations, regulatory frameworks, and digital transformation practices.
• Partner closely with MES, SCADA/HMI, Automation, Data Engineering, Cloud, and AI teams to ensure cohesive solution delivery and industry best practices.

**Please note that we are not interviewing candidates that require sponsorship now or in the future**

What You Might Have Done Before

• Bachelor’s degree in Computer Science, Engineering, and/or equivalent work experience
• Minimum of 10 years’ experience in new sales activities and client acquisition.
• Solid English verbal and written communication skills.
• Strong understanding of the “Vertical” Industry that you are leading.
• Have a base understanding of at least 3 (preferably all) of technical disciplines (Automation, Integration, Software Development, BI, Enterprise Solutions, or Products).
• Experience selling engineering, software, industrial automation, or operational technology solution services to the manufacturing industry.
• Prefer candidate to have an established history selling to C-Suite / senior management level.
• Progressive track record of driving profitable revenue growth year-over-year.
• Excellent written and verbal communication skills, including skill in delivering persuasive presentations in a variety of settings, ranging from customers to board/senior management level.
• Demonstrated success pursuing agreed to sales quotas, long term goals and short-term objectives using creativity and understanding of financial implications.
• Progressive track record of driving profitable revenue growth year-over-year.
• Excellent planning skills to manage, develop, and train sales teams.
• Excellent track record of establishing strong customer relationships.
• Up to 40% Travel required.
• 10–15 years of experience in Life Sciences (pharma, biotech, or medical device) with strong understanding of GxP, GMP operations, validation, and regulatory frameworks.
• Experience with MES/MOM/SCADA/HMI platforms (e.g., Ignition, PAS-X, Pharmasuite, Production Centre, Syncade, POMSnet), historians, batch systems, and digital quality tools.
• Familiarity with cloud data platforms, industrial data management layers, and AI/ML applications in regulated manufacturing.
• Background in consulting or advisory roles (Principal, Director, Engagement Lead) selling and delivering multi-million-dollar projects.

Skills: automation,manufacturing,life sciences,digital,sales