Senior Enterprise Account Executive - Microsoft Azure

Senior Enterprise Account Executive – Microsoft AzureThis 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 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.About the RoleAs our Senior Enterprise Account Executive focused on Microsoft Azure, you'll own one of the most strategic growth initiatives in our business.You'll be responsible for developing enterprise opportunities, expanding executive relationships, and driving joint success with Microsoft. Working alongside our Microsoft Alliance Manager, you'll help build and execute our Microsoft go-to-market strategy while positioning Arpio as the preferred disaster recovery and ransomware recovery solution for Azure workloads.This is a highly visible role with direct influence on our growth strategy, our Microsoft partnership, and the future of the company.As enterprises continue moving mission-critical workloads to Azure, resilience has become a board-level priority. We're looking for a proven enterprise seller to help define how organizations think about cloud resilience while building one of Microsoft's premier cloud partner relationships.This isn't simply another enterprise sales role.It's an opportunity to help build a company.What You'll DoAt 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:Own the complete enterprise sales cycle from prospecting through close.Own Arpio's Microsoft Azure business, partnering closely with our Microsoft Alliance Manager to build joint account plans, expand executive relationships, and execute our Microsoft go-to-market strategy.Develop and execute strategic account plans across enterprise Azure customers.Generate qualified pipeline through executive prospecting, existing relationships, outbound strategies, and Microsoft co-sell activities.Build trusted relationships with CIOs, CISOs, CTOs, Infrastructure Leaders, Cloud Architects, and executive decision-makers.Partner directly with Microsoft Azure Account Executives, Cloud Solution Architects (CSAs), Customer Success Managers (CSMs), Partner Development Managers (PDMs), Technical Specialists, and Marketplace teams.Execute Azure co-sell opportunities that create measurable business value for customers while accelerating Azure consumption.Drive Azure Marketplace opportunities and collaborate on joint account planning with Microsoft.Develop compelling business cases that align technical value with executive business outcomes.Lead complex enterprise sales cycles involving multiple stakeholders from discovery through contract execution.Partner closely with Arpio Solutions Engineering throughout technical evaluations, demonstrations, and proof-of-value engagements.Maintain forecast accuracy, disciplined CRM hygiene, and consistent pipeline management.Build the Microsoft PartnershipOur Microsoft partnership is one of the most important strategic initiatives at Arpio.Unlike many organizations where alliances and sales operate independently, you'll work as a unified team with our Microsoft Channel & Alliance Partner Manager to own Microsoft's field engagement within your territory.Together, you'll:Build relationships across Microsoft's sales and technical organizations.Develop joint account strategies and executive engagement plans.Identify and execute Azure co-sell opportunities.Expand Marketplace adoption.Increase Azure consumption through customer success.Position Arpio as Microsoft's preferred cloud resilience partner.Success in this role requires someone who understands that winning with Microsoft isn't simply about relationships, it's about delivering value for Microsoft, the customer, and Arpio.What We're Looking ForWe're looking for someone who has already proven they can win inside the Microsoft ecosystem.Required qualifications include:5+ years of successful enterprise SaaS, cloud infrastructure, cybersecurity, disaster recovery, data protection, or related enterprise technology sales.A consistent track record of exceeding quota through enterprise new logo acquisition.Direct experience selling solutions within Microsoft Azure environments.Proven experience executing Microsoft Azure co-sell opportunities alongside Microsoft's sales and technical organizations.Experience working directly with Azure Account Executives, Cloud Solution Architects (CSAs), Customer Success Managers (CSMs), Partner Development Managers (PDMs), Technical Specialists, or Marketplace teams.Experience selling complex enterprise solutions involving multiple stakeholders and executive decision-makers.Strong executive presence with the ability to engage CIOs, CISOs, CTOs, and senior business leaders.Exceptional communication, presentation, negotiation, and business case development skills.A highly self-motivated, accountable individual who thrives in a fast-paced startup environment.This is not an entry-level Microsoft role. We're looking for someone who understands how Microsoft sells, how Azure co-sell works, and how to build credibility with Microsoft's field organization from day one.Salary 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.