Senior Solutions Engineer

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. Join us to power the future of intelligent industry. HIVEMQ'S VISION FOR THIS ROLE 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 (discovery, value engineering, competitive positioning), and feeding field insights into Product and Engineering. 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 - Run structured discovery using MEDDPICC: identify economic buyer, decision criteria, decision process, and quantifiable pain - 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 cu