Senior Solutions Engineer

HiveMQ GmbHSenior Solutions Engineer LocationUnited StatesEmployment TypeFull timeLocation TypeRemoteDepartmentSalesSolutions EngineeringCompensationEstimated salary on target ernings $160K – $210KHiveMQ is the Industrial AI Platform helping enterprises move from connected devices to intelligent operations. Built on the MQTT standard and a distributed edge-to-cloud architecture, HiveMQ connects and governs industrial data in real time, enabling global leaders like Audi, BMW, Eli Lilly, and Siemens to operationalize AI and drive innovation at scale.At HiveMQ, our culture is Effortless → Empowered → Relentless. We make the complex simple, act with confidence and ownership, and never stop pushing the boundaries of what’s possible. Join us to power the future of intelligent industry.HiveMQ's Vision for this roleThe Solution Advisory team is HiveMQ's strategic technical front line. We are not just answering RFP questions or giving demos, we co-own the deal with our Account Executives, lead with business outcomes, and help our customers turn MQTT and the HiveMQ platform into measurable industrial and AI value.As a Senior Solution Advisor, you will lead our most complex, strategic engagements across EMEA or the US. You will pair with 2 to 3 Account Executives on enterprise opportunities (typically influenced ARR target of $1.5M+), shape buying criteria before competitors do, and act as the trusted advisor that customer champions and executives call before they make a decision.You will also be a multiplier for the team: contributing to our shared playbooks (discovery, value engineering, competitive positioning), and feeding field insights into Product and Engineering.What you will doOwn the deal alongside the AECo-own opportunities from first call to close, with full accountability for the technical and business winRun structured discovery using MEDDPICC: identify economic buyer, decision criteria, decision process, and quantifiable painMaintain deal hygiene in Salesforce and the Opportunity Qualifier so forecasts are honest and free of surprisesLead with business outcomes (value selling)Translate HiveMQ's technical capabilities into measurable customer outcomes (OEE, time-to-value, cost reduction, risk mitigation, AI readiness)Build customer-specific ROI and TCO models, and use them to justify enterprise deals to economic buyersProactively shape evaluation criteria so the customer measures what HiveMQ wins on, not what competitors want to be measured onEngage executives and shape strategyDeliver C-suite and VP-level narratives with confidence and gravitas, lead Executive Briefing Center sessions and strategic workshopsAdvise customers on multi-year transformation roadmaps spanning Unified Namespace, OT/IT convergence, edge connectivity, and AI-enabled manufacturingInfluence customer architecture decisions across multi-vendor ecosystems (cloud hyperscalers, streaming platforms, historians, MES/ERP)Architect, advise, and challengeBuild reference architectures, do not just present them. Whiteboard under pressure and produce designs that survive contact with a real plant networkLead co-design sessions with customers across edge, broker, data, and cloud layers; cover both current state and target stateAdvise on the right patterns for resilience, scalability, security, and observability, grounded in HiveMQ's reference architectures and real customer deploymentsConstructively challenge customer assumptions and design choices when they put the project at risk, offer better alternatives backed by experience and data, not by deference to the loudest voice in the roomConduct architecture reviews of existing customer environments, surface technical risks early, and recommend mitigations before they become production incidentsBridge OT and IT design conversations: translate plant-floor constraints into IT-grade architectures and vice versa, so both sides commit to the same blueprintRun technically rigorous POVsScope Proofs of Value with...