Solution Engineer (German/English Speaking)

As a Solution Engineer, you play a critical, customer-facing role in driving Hive's revenue growth across EMEA. This is an individual contributor role with strong technical ownership and a clear commercial focus.

You work closely with Sales, Partners, and Customers to support new logo acquisition, cross-sell, and upsell opportunities, acting as a trusted technical and strategic advisor throughout the pre-sales and expansion lifecycle. While the role is deeply technical, success requires a strong revenue mindset, commercial awareness, and the ability to clearly articulate value, outcomes, and business impact.

In addition to customer work, you act as a thought leader and ambassador for Hive, frequently promoting the strategic importance of video communication in enterprise transformation. You are expected to represent Hive externally at conferences, customer events, and partner engagements, actively networking and identifying new commercial opportunities.

Your mission is to help prospects and customers clearly understand why Hive matters, how our solutions solve real business and technical challenges, and why video communication is a strategic asset at scale. You translate Hive's technology, value proposition, and vision into compelling customer engagements that build trust, accelerate deal velocity, and unlock new revenue opportunities

You report into the Head of Growth, EMEA & APAC and work closely in a matrix setup with Product, Engineering, Support, and Partner teams.

Responsibilities

Commercial & Customer Impact

• Support Sales in driving new revenue through new logo acquisition, cross-sell, and upsell opportunities.
• Own and lead technical discovery, solution design, and value articulation during the pre-sales process.
• Deliver compelling product demonstrations, proof-of-value (PoV), and proof-of-concept (PoC) engagements tailored to customer goals and environments.
• Support and influence strategic RFPs, RFIs, and customer security or compliance assessments.
• Act as a trusted technical advisor to customers, aligning Hive's solutions with business objectives, IT strategy, and transformation initiatives.

Thought Leadership & Market Presence

• Actively promote the strategic importance and business impact of video communication in enterprise environments.
• Represent Hive at conferences, partner events, webinars, and customer forums.
• Leverage networking opportunities with customers, partners, and industry peers to identify commercial opportunities and collaborations.
• Keynote speaking experience, or demonstrated ability to present at senior-level or public events, is a strong merit.
• Educate the market, and also Hive co-workers, on our products, including technical capabilities, the video production ecosystem, and its key aspects.

Technical Excellence

• Maintain deep understanding of Hive's solutions, including enterprise video streaming architectures (encoding, distribution, optimization), enterprise networking fundamentals (routing, firewalls, VPNs, WiFi), security-conscious and zero-trust environments, analytics, monitoring, and engagement insights, and integrations with enterprise video platforms and ecosystems.
• Design scalable, secure, and operationally efficient solutions that meet customer requirements.
• Provide structured feedback and field insights to Product and Engineering, representing the voice of the customer.

Partner & Ecosystem Engagement

• Collaborate with partners on joint customer opportunities, technical validation, and solution positioning.
• Support partner enablement by contributing technical expertise and best practices.
• Identify opportunities for deeper technical or commercial collaboration within the ecosystem., * CSOO Interview: Meet our Chief Service Operations Officer to talk more about the technical aspects of Hive's products and learn more about the company.
• Solution Engineer Interview: Meet one of our Solution Engineers to talk more about the day-to-day tasks and what to expect.
• Meet the Team: Meet one of our Account Managers to get to know a potential colleague
• Leadership Interview: Meet our Chief Commercial Officer for a final alignment on values and vision.
• Reference checks: We take security seriously and conduct two reference checks as part of our compliance with internal and regulatory requirements.
• Decision: Timely feedback and next steps - our goal is to complete the process within around 6 weeks, depending on your availability.

Do you have experience in Sales?, We're looking for a Solution Engineer who combines strong technical credibility with a commercial mindset and a passion for customer impact. Rather than ticking every box, you likely recognize yourself across most of the areas below.

Technical expertise

• Solid experience in Solution Engineering, Sales Engineering, or similar customer-facing technical roles in B2B SaaS or enterprise technology.
• Proven track record running demos, PoVs, PoCs, and supporting complex technical sales cycles.
• Strong understanding of enterprise IT and networking fundamentals; advanced expertise is a plus.
• Familiarity with enterprise video streaming architectures and ecosystems.
• Experience with security, zero-trust environments, and compliance topics is a merit.

Commercial & Customer Impact

• Comfortable working closely with Sales to drive measurable revenue outcomes.
• Able to position technology in terms of value, outcomes, and business impact - not just features.
• Strong commercial awareness and understanding of how technical decisions influence revenue.
• Confident engaging senior stakeholders, both technical and non-technical.
• Thrives in a cross-functional, international environment with multiple priorities.

Communication & Presence

• Excellent presenter and communicator who can make complex topics easy to understand for diverse audiences.
• Business fluency in English and German suitable for managing multiple European markets.
• Acts as a strong ambassador for Hive's vision, culture, and solutions.
• Keynote or public speaking experience is a strong merit.

At Hive Streaming, we enable the world's largest enterprises to use live video as a strategic tool for communication, alignment, and impact. Trusted by more than 130 global customers, Hive combines market-leading video distribution technology with unique communication analytics, helping organizations ensure flawless video experiences and measure how effectively messages reach, engage, and align employees. Our users are IT and Network professionals who rely on Hive every day to ensure flawless video delivery, Event Producers who ensure optimal video experience during internal company events, Leaders and Communications professionals who plan and execute powerful video-enabled strategies to deliver measurable impact. What do we do - really? No better way to explain what Hive actually does than with a video Watch the video below to find out more, Why join Hive? * Global Impact: Partner with leading global enterprises, helping them achieve alignment and measurable success through live video. * Dynamic, Product-Driven Culture: Join a collaborative, inclusive, and diverse environment that values curiosity, continuous learning, and new perspectives. * Empowered Leadership: Play a pivotal role in shaping Hive's future while connecting directly with the customers who rely on our solutions. * Pioneering Innovation: Be at the forefront of building strategic communication tools that empower enterprises to thrive amidst massive change. * Great Benefits: Wellness stipend, pension, health insurance, extra vacation days, benefit bikes, and more! * Flexibility: We value flexibility and trust. Whether you're balancing personal commitments or exploring new ideas, you'll find support and autonomy here with flexible working hours and a hybrid work model.