Senior Solutions Engineer

Solution Advisory Team

The Solution Advisory team is HiveMQ's strategic technical front line. 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.

What You Will Do

• Own the deal alongside the AE
  Co-own opportunities from first call to close, with full accountability for the technical and business win

• Maintain deal hygiene in Salesforce and the Opportunity Qualifier so forecasts are honest and free of surprises

• Lead 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 buyers

• Proactively shape evaluation criteria so the customer measures what HiveMQ wins on, not what competitors want to be measured on

• Engage executives and shape strategy
  Deliver C-suite and VP-level narratives with confidence and gravitas, lead Executive Briefing Center sessions and strategic workshops

• Advises customers on multi-year transformation roadmaps spanning Unified Namespace, OT/IT convergence, edge connectivity, and AI-enabled manufacturing

• Influence customer architecture decisions across multi-vendor ecosystems (cloud hyperscalers, streaming platforms, historians, MES/ERP)

• Architect, advise, and challenge
  Build reference architectures, do not just present them. Whiteboard under pressure and produce designs that survive contact with a real plant network

• Lead co-design sessions with customers across edge, broker, data, and cloud layers; cover both current state and target state

• Advise on the right patterns for resilience, scalability, security, and observability, grounded in HiveMQ's reference architectures and real customer deployments

• Constructively 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 room

• Conduct architecture reviews of existing customer environments, surface technical risks early, and recommend mitigations before they become production incidents

• Bridge OT and IT design conversations: translate plant-floor constraints into IT-grade architectures and vice versa, so both sides commit to the same blueprint

• Run technically rigorous POVs
  Scope Proofs of Value with co-defined success criteria (technical and business), clear timelines, milestones, and a defined path to commercial decision

• Lead POV execution end to end: own the test plan, drive a consistent engagement cadence with the customer, and remove blockers as they appear

• Closout each POV with a clear go / no-go outcome and a clean handover to the Customer Value Manager at signature

• Position HiveMQ competitively
  Position HiveMQ effectively against MQTT brokers and IoT cloud services (EMQX, AWS IoT Core, Azure IoT Hub, Mosquitto) as well as adjacent industrial data platforms (HighByte, Litmus, Cognite, Inductive Automation, AVEVA-class suites)

• Handle tough technical and commercial objections with confidence, including comparisons that go beyond pure broker capability into UNS, contextualization, and industrial DataOps narratives

• Coach the team and create leverage
  Mentor Solution Advisors, shadow their calls, and run feedback circles

• Contribute to team IP: reference architectures, vertical one-pagers, value engineering toolkits, demo environments, and battle cards

• Represent HiveMQ externally through blogs, webinars, and regional conference speaking

Who You Are

• A Strong Candidate Can Talk specifically about industrial environments without prompting: names plants, asset classes, protocols, vendors, and project failure modes, and does not speak in slideware abstractions

• Describe a real deployment that went sideways and explain why, ideally including the organizational root cause and not just the technical one

• Distinguish IT buyers from OT buyers and explain how those buying centers behave differently

• Hold a credible conversation with a plant engineer, controls engineer, or operations leader without falling back to vendor-marketing language

• Build strong, long-term relationships with both technical and executive stakeholders, and level-shift between a CTO conversation about industrial AI and a deep-dive whiteboard on broker clustering in the same call

• Push back when needed: challenge customer architecture and design decisions with evidence and alternatives, not deference

• Believe value selling drives bigger, faster deals, and can prove it with examples

• Thrive in a fast-paced, high-ownership, highly collaborative environment, and bring others up with you

The Background We Require

• This is the floor. Candidates who do not meet it are not a fit, regardless of seniority or polish elsewhere. You must have done at least one of the following:

• Worked inside a manufacturer, energy company, utility, logistics operator, or similar industrial business in a technical or technical-adjacent role (data, automation, controls, OT engineering, plant IT, MES, historian, SCADA)

• Worked at a system integrator delivering OT projects on customer sites

• Worked at an industrial ISV or vendor whose product lives in plant or field environments (e.g. Inductive Automation, Litmus, HighByte, PTC / Kepware / ThingWorx / Velotic, Tulip, Cognite, AVEVA, GE Digital / Proficy, Siemens Industrial Edge, Rockwell FactoryTalk)