Hivemq
Senior Solutions Engineer
United States · Senior
Sponsorship not specifiedDetected 78 days ago
JavaScriptPythonJavaKotlinBashNode.jsSQLPostgreSQLMySQLAWSGCPAzureDockerKubernetesTerraformAnsibleHelmCI/CDPrometheusGrafanaRESTKafkaWebSocketsSalesforce
About the role
- We make the complex simple, act with confidence and ownership, and never stop pushing the boundaries of what's possible.
- HIVEMQ'S VISION FOR THIS ROLE The Solution Advisory team is HiveMQ's strategic technical front line.
- 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.
Responsibilities
- 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
- Build customer-specific ROI and TCO models, and use them to justify enterprise deals to economic buyers
- Deliver C-suite and VP-level narratives with confidence and gravitas, lead Executive Briefing Center sessions and strategic workshops
- Build reference architectures, do not just present them. Whiteboard under pressure and produce designs that survive contact with a real plant network
- 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
- 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
- Lead POV execution end to end: own the test plan, drive a consistent engagement cadence with the customer, and remove blockers as they appear
- Maintain depth on competitor moves across both broker and industrial-software categories, and feed competitive intelligence back into the team's playbooks
- As a Senior Solution Advisor, you will lead our most complex, strategic engagements across EMEA or the US.
Requirements
- You must have done at least one of the following:
- The ideal candidate has most of the following.
Nice to have
- Describe a real deployment that went sideways and explain why, ideally including the organizational root cause and not just the technical one
- Articulate why "move fast and break things" does not translate to OT, because the "things" are physical processes with real consequences
- 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
Skills
- Hands-on with at least one of Java/Kotlin, Python, JavaScript/Node.js
- Familiar with containerization (Docker) and Infrastructure as Code (Terraform, Ansible, Helm)
- Comfortable with scripting (Bash, PowerShell), REST APIs, and basic CI/CD concepts
- Proactively shape evaluation criteria so the customer measures what HiveMQ wins on, not what competitors want to be measured on
- Influence customer architecture decisions across multi-vendor ecosystems (cloud hyperscalers, streaming platforms, historians, MES/ERP)
- Represent HiveMQ externally through blogs, webinars, and regional conference speaking
- Pure IT, cloud, or SaaS background with no plant-floor or field exposure
- Heavy reliance on AI, agent, or generic-platform talking points to compensate for thin domain depth
- A strong Senior Solution Advisor combin
Compensation
- Demonstrated success owning or co-owning enterprise opportunities of $500K+ ACV, with documented influence on $1.5M+ in annual ARR
Company info
- contributing to our shared playbooks (discovery, value engineering, competitive positioning), and feeding field insights into Product and Engineering.
- Mentor Solution Advisors, shadow their calls, and run feedback circles
- Advise customers on multi-year transformation roadmaps spanning Unified Namespace, OT/IT convergence, edge connectivity, and AI-enabled manufacturing
- Lead co-design sessions with customers across edge, broker, data, and cloud layers; cover both current state and target state
- At HiveMQ, our culture is Effortless → Empowered → Relentless.
This listing is sourced directly from Hivemq's careers page and normalized into a canonical job model.