Job description

Pre-Sales Solutions Architect - AWS 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 Government's 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. We’ve built the next generation of cloud resiliency and disaster recovery for AWS 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. About the Role As a Pre-Sales Solutions Architect at Arpio, you will play a pivotal role in our Go-to-Market team. This dynamic and rewarding position requires a mix of technical expertise, cloud infrastructure passion, and sales acumen. You will engage in both pre-sales and post-sales processes, collaborating closely with our account team to convert opportunities into success stories. In this role, you will serve as the technical lead between clients, partners, and our internal teams. You will be responsible for working alongside the sales team in delivering Proof of Concept (POC) engagements through the entire sales cycle; helping prospects understand not just what Arpio does, but why it is the right answer for their specific AWS environment. We move fast, hold ourselves accountable to outcomes, and treat every customer relationship as something worth protecting. If you are energized by solving hard technical problems, thrive in ambiguity, and want to help build a function from the ground up, we want to hear from you. What You'll Do Pre-Sales & Deal Execution • 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 environment and resilience requirements • Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed Customer & Partner Engagement • 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 Internal Collaboration & Enablement • 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 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 that's how you like to work, you'll fit in well here. For this role, that looks like: • You prepare before every call. You know the prospect’s stack, their likely concerns, and what a successful POC looks like before you join the meeting • You are honest about what the product can and cannot do. Your credibility with technical buyers is your most valuable asset — you don’t oversell • You own the outcome. You track your own work, identify risks early, and ask for help before it’s too late • You execute with urgency and diligence, every customer, every deal, and every day counts • You share what you learn. Wins, losses, and near-misses all make the team better when knowledge isn’t siloed • You assume positive intent in interactions with colleagues and customers, and you welcome direct feedback as an opportunity to grow • You are comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done What We're Looking For • 5+ years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS • Hands-on experience with AWS. You understand how these environments are architected, not just how to talk about them • Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts • Strong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilience • Ability to consult at all levels - C-suite, infrastructure leads, security teams, procurement, and finance • Experience presenting technical cloud solutions to clients and channel partners • Proven ability to complete RFPs, security questionnaires, and enterprise procurement documentation • Excellent verbal, written, and presentation skills • Ability to work as part of a team in an innovative and fast-paced startup environment while delivering to deadlines • Passion for staying current with cloud infrastructure and DR trends, and a willingness to continuously develop your skillset 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 won’t 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.

Requirements

Must-haves

Pre-Sales Solutions Architect - AWS
Pre-Sales & Deal Execution
Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs
Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS environment and resilience requirements
Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed
Customer & Partner Engagement
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
Internal Collaboration & Enablement
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
You prepare before every call. You know the prospect’s stack, their likely concerns, and what a successful POC looks like before you join the meeting
You are honest about what the product can and cannot do. Your credibility with technical buyers is your most valuable asset — you don’t oversell
You own the outcome. You track your own work, identify risks early, and ask for help before it’s too late
You execute with urgency and diligence, every customer, every deal, and every day counts
You share what you learn. Wins, losses, and near-misses all make the team better when knowledge isn’t siloed
You assume positive intent in interactions with colleagues and customers, and you welcome direct feedback as an opportunity to grow
You are comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done
5+ years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS
Hands-on experience with AWS. You understand how these environments are architected, not just how to talk about them
Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

awsgoazure

Platform: breezy
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

Pto