Pre-Sales Solutions Architect - Azure

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 Government's 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. We've built the next generation of cloud resiliency and disaster recovery for AWS and Azure with an automated, application-aware platform that recovers a company's 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 can't 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 we're growing the team right now, and your work will directly shape where we go next.

This isn't simply another job. It's an opportunity to help build a company.

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, you'll 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.

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

• 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 prospect's Azure environment and resilience requirements.
• Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed.
• Articulate Arpio's 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 Microsoft's 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.
• 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.

• 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…