Pre-Sales Solutions Architect

Arpio • Research Triangle Park, NC

4h • Remote

About The Position

Arpio is building the next generation of disaster recovery for the cloud. Modern enterprises face a growing list of threats to their cloud applications. With the increasing complexity of cloud-native environments, resilience to these threats is about more than just data. Arpio offers a best-in-class SaaS offering that makes it easier than ever to protect entire AWS and Azure infrastructure from catastrophic downtime. The Pre-Sales Solutions Architect will play a pivotal role in the Go-to-Market team, requiring a mix of technical expertise, cloud infrastructure passion, and sales acumen. This role engages in both pre-sales and post-sales processes, collaborating with the account team to convert opportunities into success stories. The Solutions Architect will serve as the technical lead between clients, partners, and internal teams, working alongside the sales team in delivering Proof of Concept (POC) engagements through the entire sales cycle. The goal is to help prospects understand not just what Arpio does, but why it is the right answer for their specific AWS and/or Azure environment. The company moves fast, holds itself accountable to outcomes, and treats every customer relationship as something worth protecting.

Requirements

• Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS
• Hands-on experience with AWS and/or Azure, including architecture patterns such as Route 53, EC2 AMIs, RDS snapshots, S3 replication, multi-region failover, Azure Site Recovery, and Azure Backup
• 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
• Ability to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partners
• Experience with AWS and/or Azure co-sell programs and partner ecosystems
• Familiarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologies
• Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing
• Excellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environment

Nice To Haves

• Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus
• Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning

Responsibilities

• Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs
• Discover and create prospect-specific, quantifiable value statements that directly impact deals, translating RTO/RPO gaps, downtime costs, and ransomware exposure into business cases that resonate with both technical and economic buyers
• Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS and/or Azure environment and resilience requirements
• Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed
• Listen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluation
• Develop and maintain working relationships with AWS and Azure field teams to support co-sell motions
• Travel regionally to client sites as required
• Work closely with Account Executives and internal stakeholders across product, marketing, and customer success
• Feed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmap
• Help build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hires
• Be a reliable member of the team, providing coverage and support to customers and peers when needed

Benefits

• Fully employer-paid health benefits package
• 75% employer-paid dental, vision, and life insurance
• $150 home office stipend or company-subsidized co-working space membership near you
• Unlimited PTO policy
• Small, collaborative team environment
• Opportunity to learn and work on the cutting edge of cloud technology

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed