Channel Solutions Engineer

Lumana is on a mission to empower organizations by unlocking the value of their visual data — not just record the world, but to actually understand it and extract meaningful insights. Our AI video security platform delivers unmatched visibility and control, helping customers enhance security and safety, streamline operations, and respond instantly when it matters most.

Founded in 2021, we are backed by tier-one Silicon Valley investors with deep team expertise in AI, computer vision, and machine learning. We are one of the fastest-growing video security companies and recently raised the largest Series A within our industry. We’ve built the most intelligent video security solution on the market — one that sees what matters , acts fast, and prevents what used to be inevitable.

At Lumana, teams are small, dynamic, and trusted to lead. We think big, move fast, and execute like owners — because we are. Your impact here won’t be filtered. It will be visible, lasting, and real.

The Channel Solutions Engineer will help build and scale our partner enablement motion across North America. As the technical counterpart to our Channel Sales organization, you will work closely with channel partners to ensure they can confidently position, demonstrate, and recommend Lumana solutions.

This role combines technical training and certification, knowledge transfer, consultation, and deep relationship building with technical partner counterparts. The ideal candidate is equally comfortable leading a technical workshop, conducting a product demonstration, building training content, or helping a partner architect the right solution for a customer.

Remote - United States

This role supports strategic channel partners throughout North America and includes approximately 40% travel for partner meetings, training events, customer engagements, and industry conferences.

70% base / 30% variable / $215k - $230k OTE

Final compensation will depend on location, experience, skills, and role alignment. Variable compensation is subject to the applicable incentive plan.

• Partner Enablement: Deliver technical training and onboarding programs for partner sales engineers and technical teams.
• Technical Relationship Management: Build trusted relationships with partner engineers, architects, and technical decision-makers.
• Partner-Focused Pre-Sales Support: Support partner-led customer opportunities throughout the sales cycle.
• Cross-Functional Collaboration: Partner closely with Sales, Product, Product Marketing, Customer Success, Enablement, and Solutions Engineering.

We don’t do cookie-cutter. If you don’t check every box but you’ve got the grit, the drive, and the track record—especially in security or AI, we encourage you to apply.

• 5+ years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, Technical Consulting, or similar customer-facing technical roles within physical security, video surveillance, cybersecurity, networking, SaaS, or infrastructure technology.
• Familiarity with AI, computer vision, analytics, or video management platforms.
• Experience supporting channel partners, distributors, resellers, or indirect sales motions.
• Strong networking and IP infrastructure fundamentals.
• Excellent presentation, communication, sales acumen, and technical storytelling skills.
• Experience delivering technical training and enablement programs and understanding of sales frameworks.
• Ability to simplify complex technical concepts for both technical and non-technical audiences.
• Startup or high-growth company experience.
• Willingness to travel as needed.

• Experience supporting national partners such as CDW, SHI, Insight, Presidio, WWT, or…