Pre-Sales Solutions Architect 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. Arpio participates in the US Governments eVerify Program.

Who We Are

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.

About the Role

As enterprises continue moving mission-critical workloads to Azure resilience has become a board-level priority. As our Pre-Sales Solutions Architect focused on Azure youll play a pivotal role on our Go-to-Market team serving as the technical bridge between prospects our Microsoft partnership and our internal teams. This role blends deep Azure technical expertise with sales acumen engaging in both pre-sales and post-sales processes to convert opportunities into success stories.

Youll lead Proof of Concept (POC) engagements through the entire sales cycle helping prospects understand not just what Arpio does but why its the right answer for their specific Azure environment. Youll also work hand-in-hand with our Account Executives and Channel & Alliance Partner Manager to strengthen Arpios position as Microsofts preferred cloud resilience and disaster recovery partner.

What Youll Do

Pre-Sales & Deal Execution

• Create prospect-specific quantifiable value statements translating RTO/RPO gaps downtime costs and ransomware exposure into business cases that resonate with both technical and economic buyers.
• Consult and present technical solutions to stakeholders at all levels including C-suite infrastructure leads security teams procurement and finance.
• Lead product demonstrations and POC engagements end-to-end tailored to each prospects Azure environment and resilience requirements.
• Respond to RFPs security questionnaires and enterprise procurement documentation with accuracy and speed.
• Articulate Arpios differentiated value against native Microsoft tools like Azure Site Recovery and Azure Backup positioning Arpio as an upgrade rather than a redundant purchase.
• Contribute to Sales POC and GTM strategy alongside the Account Executive team.
• Build and maintain relationships with Microsofts field organization including Azure Account Executives Cloud Solution Architects (CSAs) Customer Success Managers (CSMs) Partner Development Managers (PDMs) Technical Specialists and Marketplace teams to support co-sell motions joint account planning Marketplace private offers including MACC (Microsoft Azure Consumption Commitment) burn-down conversations that accelerate Azure consumption and create measurable business value for customers.

Internal Collaboration & Enablement

• Help build the Pre-Sales Solutions Architect playbook from the ground up; your patterns become the foundation for future SE hires.
• Provide reliable coverage and support to customers and peers when needed.
• Proactively feed technical insights product gaps and competitive intelligence back to product and engineering to shape our roadmap.

Travel as required.

What Were Looking For

• Min. 5 years in a pre-sales solutions engineering or technical sales role in B2B SaaS.
• Hands-on experience with Azure disaster recovery architecture including Azure Site Recovery Azure Backup geo-redundant storage (GRS/RA-GRS) paired regions Azure Traffic Manager or Front Door for failover routing and database failover options such as Azure SQL failover groups. Comfortable discussing RTO/RPO trade-offs and multi-region resilience patterns with customers.
• Experience designing or discussing failover architecture using Azure networking components (ExpressRoute VNet peering Azure Firewall Front Door).
• Familiarity with Azure security and compliance tooling (Microsoft Defender for Cloud Azure Policy Sentinel) is a plus particularly for framing ransomware recovery conversations with security stakeholders.
• Strong technical depth in one or more of: cloud infrastructure disaster recovery backup and recovery cybersecurity data protection or ransomware resilience.
• Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts including RFPs security questionnaires and procurement documentation.
• Experience with Azure co-sell programs and partner ecosystems ideally including direct work with Azure Account Executives CSAs CSMs or PDMs.
• Experience with Azure Marketplace transact listings private offers and Microsofts ISV Success (Co-sell IP) program.
• Experience selling into regulated industries such as financial services healthcare life sciences retail or manufacturing.
• Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning.

Nice to Have

• Microsoft Certified: Azure Solutions Architect Expert Azure Administrator Associate (AZ-104) or Azure Security Engineer Associate (AZ-500).
• Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus.

How We Work

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:

• Listen first: Understand the customers problem deeply before proposing a solution and communicate proactively throughout every evaluation.
• Move with urgency and ownership: Take initiative follow through and treat every customer relationship as worth protecting.
• Speak honestly and openly: Trust teammates provide direct feedback as a chance to grow and report back on what worked and what didnt.
• Operate like a startup: Spend wisely treat every dollar and customer with care and thrive in ambiguity.

Salary and Benefits

• 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.