Senior Solutions Advisor

Responsibilities

• 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 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
• Advise 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
• Close out 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, and AVEVA-class suites)
• Maintain depth on competitor moves across both broker and industrial-software categories, and feed competitive intelligence back into the team's playbooks
• 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

Benefits

Additional Information

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.

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