[Hiring] Senior Solutions Advisor @HiveMQ GmbH

Role Description

The 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 and feeding field insights into Product and Engineering.

What you will do

• Own the deal alongside the AE
• Run structured discovery using MEDDPICC
• Maintain deal hygiene in Salesforce and the Opportunity Qualifier
• Lead with business outcomes (value selling)
• Build customer-specific ROI and TCO models
• Proactively shape evaluation criteria
• Deliver C-suite and VP-level narratives
• Advise customers on multi-year transformation roadmaps
• Influence customer architecture decisions
• Build reference architectures
• Conduct architecture reviews of existing customer environments
• Run technically rigorous POVs
• Position HiveMQ effectively against competitors
• Coach the team and create leverage

Qualifications

• 5+ years in software pre-sales, solution engineering, or solution architecture
• Demonstrated success owning or co-owning enterprise opportunities of $500K+ ACV
• Proven ability to build and present ROI / TCO business cases
• Strong executive presence
• Experience positioning against MQTT brokers and IoT cloud services

Requirements

• Strong working knowledge of MQTT (3.1.1 and 5)
• Good understanding of the HiveMQ Platform
• Comfortable with Kubernetes for production workloads
• Familiar with at least one major cloud (AWS, Azure, or GCP)
• Solid grounding in enterprise security, reliability, interoperability, and observability
• Comfortable reading and writing code to prototype integrations

Benefits

• Located in EMEA (preferably UK, Germany, Austria, or France) or in the United States
• Willing to travel up to 25% for customer engagements, partner sessions, and conferences

Company Description

HiveMQ 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.