Channel & Alliance Partner Manager – Microsoft Azure

This role is eligible for full-time remote employment within the US or can be hybrid in our Durham NC office 2-3 days/week. Please note that we unfortunately cannot sponsor H1B visas at this time. Aprio participates in the US Governments eVerify Program.

Modern enterprises run their most critical applications in complex cloud-native environments and the threats keep multiplying: outages ransomware bad actors human error. Most disaster recovery tools stop at backing up data. Weve built the next generation of cloud resiliency and disaster recovery for AWS and Azure with an automated application-aware platform that recovers a companys entire application stack not isolated resources in under an hour. We protect production workloads for enterprises that cut across multiple industries like healthcare financial services and SaaS the kind of companies that cant afford downtime.

At Arpio we believe great companies are built by people who take ownership move with urgency and consistently deliver results. We just closed our $15M Series A to expand into new clouds and build out our roadmap which means were growing the team right now and your work will directly shape where we go next.

This isnt simply another job. Its an opportunity to help build a company.

Arpio is hiring a Channel & Alliance Partner Manager to own and grow our strategic relationship with Microsoft Azure. This role is the primary point of contact between Arpio and Microsofts Azure partner organization responsible for building joint go-to-market plans driving co-sell pipeline through Microsofts seller network and ensuring Arpios disaster recovery solution is positioned certified and promoted within the Azure ecosystem (including Azure Marketplace ISV Success programs and co-sell motions such as IP Co-sell and Marketplace Rewards). You will work cross-functionally with Sales Product Marketing and Engineering to align Arpios roadmap and integrations with Azure services and to translate the Microsoft partnership into measurable pipeline and revenue.

• Own the end-to-end Azure alliance relationship serving as Arpios primary liaison to Microsoft partner field and co-sell teams.
• Build and execute a joint business plan with Microsoft that defines shared targets marketing activities enablement plans and co-sell motions.
• Drive pipeline generation and revenue through Azure co-sell programs including IP Co-sell Marketplace private offers and joint field engagement with Microsoft account teams.
• Manage and optimize Arpios Azure Marketplace listing transactability and eligibility for Microsoft incentive and funding programs (e.g. Azure Migrate and Modernize ISV Success).
• Partner with Product and Engineering to guide technical integration priorities that strengthen Arpios standing as an Azure-aligned ISV including co-engineering or joint solution initiatives where relevant.
• Enable Arpios sales and customer success teams on how to identify position and close Azure co-sell opportunities; enable Microsoft sellers on Arpios value proposition.
• Track and report on co-sell pipeline bookings influenced/sourced through Azure and partner program KPIs; present results to Arpio leadership on a regular cadence.
• Represent Arpio at Microsoft and industry events (e.g. Microsoft Ignite Inspire) to build relationships and awareness within the Azure partner community.
• Stay current on Microsoft partner program changes Azure product roadmap and competitive landscape to keep Arpios alliance strategy ahead of the curve.

At Arpio we care about the outcome as much as the effort it took to get there. We take initiative follow through and report back on what we learned along the way. That same instinct shows up in how we treat customers and each other: we respond quickly speak honestly and openly and trust our teammates to take direct feedback as a chance to grow. We move like a startup because we are one spending wisely and treating every dollar and every customer like they matter because they do. If thats how you like to work youll fit in well here. For this role that looks like:

• Rigorous about tracking and reporting partner-sourced and partner-influenced pipeline calling out honestly whats working and what isnt so the team can double down or change course
• Comfort operating cross-functionally with Product and Engineering to translate a partner relationship into technical integration priorities.
• Excellent relationship-building negotiation and executive presentation skills; able to navigate a large partner organization like Microsoft as well as a fast-moving startup.
• Self-directed and comfortable building a program with limited existing infrastructure this is a build-it role not a maintain-it role.
• Willingness to travel approximately 2030% for partner and customer engagements including Microsoft events.

• 5 years of experience in channel sales alliances business development or partner management ideally at a B2B SaaS or cloud infrastructure company.
• 3 years directly managing or co-selling with Microsoft Azure specifically hands-on experience running Azure co-sell motions (IP Co-sell Marketplace Rewards ISV Success or equivalent)
• Demonstrated track record of building joint business plans with a hyperscaler and converting them into sourced or influenced pipeline and closed revenue.
• Working knowledge of Azure Marketplace mechanics (listing management transactable offers private offers) and Microsofts partner incentive programs.

• Competitive salary Equity
• Arpio will cover 100% of your personal medical premiums 100% of your life insurance premium and 75% of your personal premiums for vision and dental (because the insurance companies wont let us pay 100%). For your dependents Arpio will cover 75% of medical dental and vision premiums. No life insurance is included.
• For fully remote employees a $125 home office stipend or $250 company-subsidized co-working membership
• Unlimited PTO
• Small collaborative team environment
• Opportunity to work on the cutting edge of cloud technology

Arpio is an equal opportunity employer. We are committed to building a diverse team and an inclusive workplace and we welcome applicants of all backgrounds. We do not discriminate on the basis of race color religion sex sexual orientation gender identity national origin age disability veteran status genetic information or any other characteristic protected by applicable law. We provide reasonable accommodations to applicants and employees with disabilities; if you need an accommodation during the application or interview process let us know.