AWS Pre-Sales Solutions Architect

Pre-Sales Solutions Architect - AWSThis 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 AreModern 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 RoleAs 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 DoPre-Sales & Deal ExecutionContribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEsDiscover 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 buyersLead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS environment and resilience requirementsRespond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speedCustomer & Partner EngagementListen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluationDevelop and maintain working relationships with AWS and Azure field teams to support co-sell motionsTravel regionally to client sites as requiredInternal Collaboration & EnablementWork closely with Account Executives and internal stakeholders across product, marketing, and customer successFeed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmapHelp build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hiresBe a reliable member of the team, providing coverage and support to customers and peers when neededHow We WorkAt 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 meetingYou are honest about what the product can and cannot do. Your credibility with technical buyers is your most valuable asset — you don't oversellYou own the outcome. You track your own work, identify risks early, and ask for help before it's too lateYou execute with urgency and diligence, every customer, every deal, and every day countsYou share what you learn. Wins, losses, and near-misses all make the team better when knowledge isn't siloedYou assume positive intent in interactions with colleagues and customers, and you welcome direct feedback as an opportunity to growYou are comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are doneWhat We're Looking For5+ years in a pre-sales, solutions engineering, or technical sales role in B2B SaaSHands-on experience with AWS. You understand how these environments are architected, not just how to talk about themDemonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accountsStrong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilienceAbility to consult at all levels - C-suite, infrastructure leads, security teams, procurement, and financeExperience presenting technical cloud solutions to clients and channel partnersProven ability to complete RFPs, security questionnaires, and enterprise procurement documentationExcellent verbal, written, and presentation skillsAbility to work as part of a team in an innovative and fast-paced startup environment while delivering to deadlinesPassion for staying current with cloud infrastructure and DR trends, and a willingness to continuously develop your skillsetSalary and BenefitsCompetitive salary + EquityArpio 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 membershipUnlimited PTOSmall, collaborative team environmentOpportunity to work on the cutting edge of cloud technologyArpio 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.