Lead/Principal Solution Engineer - Life Sciences

What You’ll Be Doing & Why It Matters

Life Sciences is in the middle of a reinvention. Pharma and medtech leaders are rethinking how they reach healthcare professionals, support patients, and use data and AI to bring care to people faster. At the center of that shift on our most strategic Enterprise Life Sciences accounts stands the Lead/Principal Solution Engineer.

This is the technical heart of the deal. It's a deeply hands-on role for someone who is happiest with a whiteboard marker or a live demo environment in hand. The Lead/Principal SE is the go-to expert on the Salesforce platform and the Life Sciences technology landscape.

That means architecting across Sales, Service, Marketing, Data 360, and Agentforce, and building and demoing the solution firsthand rather than just describing it. Data models, integration patterns, and agentic AI architectures are everyday conversations with customer architects and IT leaders. Just as important is the ability to turn that depth into a clear business story that resonates in the boardroom.

Core Responsibilities & Scope

• Lead the technical strategy and sales cycle for large, complex Life Sciences opportunities across Sales, Service, Marketing, Data 360, Agentforce, and Industries (Life Sciences Cloud).
• Partner with AEs, Industry/Core Specialists, Customer Success, and Partners to build account plans and a clear point of view for each customer.
• Run executive-level discovery, demos, and workshops, and translate business outcomes into compelling solutions and value narratives.
• Design reference architectures for commercial, medical affairs, patient services, and field-engagement use cases. Account for HCP/HCO data models, consent, and integrations (Veeva, IQVIA, SAP, etc.).
• Navigate regulated-industry requirements (GxP, HIPAA, 21 CFR Part 11, GDPR, validation and compliance considerations) with customer IT, QA, and Security teams.
• Orchestrate specialist overlay resources to maximize SE efficiency and ensure the right expertise at the right moment.
• Mentor and coach SEs through deal reviews, demo and storytelling coaching, and onboarding.Contribute to team playbooks, scorecards, and best practices.
• Be a voice of the customer to Product and Industry teams, and share field insights, competitive intel, and reusable assets.
• Represent Salesforce at customer events, industry conferences, and internal enablement.

Minimum Requirements

• 10+ years in pre-sales, solution architecture, or consulting. At least 5 years in enterprise software, ideally with Life Sciences, pharma, or medtech customers.
• A track record of influencing C-level and VP stakeholders and winning large, multi-cloud deals.
• Deep knowledge of the Salesforce platform and the Life Sciences technology landscape (commercial CRM, omnichannel engagement, patient support programs, clinical/medical, MDM).
• Strong grasp of data architecture, integration patterns, and AI/agentic solutions in a regulated environment.
• Exceptional storytelling, presentation, and whiteboarding skills.
• Demonstrated mentorship and informal leadership across teams.
• Strategic, collaborative, and comfortable with ambiguity and fast-changing priorities.

Preferred Qualifications

• Salesforce certifications (e.g., Application/System Architect, Data Cloud Consultant, Agentforce Specialist, Life Sciences Cloud).
• Prior experience working at a pharma or medtech company, or in a Life Sciences consultancy.
• Experience with competitive displacement (e.g., Veeva, IQVIA, Microsoft Dynamics).
• Success Measures
• Technical win rate and pipeline influence on strategic accounts
• Quality and consistency of customer POVs, demos, and architecture
• Impact on team capability (mentee growth, reusable assets, deal-review quality)
• Customer and AE satisfaction