Channel Solutions Engineer

Lumana helps organizations turn video into action. Our AI video security platform helps customers improve safety, strengthen security, and respond faster when it matters most.

Founded in 2021 and backed by leading Silicon Valley investors, we’re growing quickly. Here, you’ll think big, move fast, and own work that has a visible impact.

Role Description

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.

Location & Travel

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.

Compensation

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.

Responsibilities

• Partner Enablement: Deliver technical training and onboarding programs for partner sales engineers and technical teams.

  • Develop scalable enablement materials, certifications, playbooks, and demo environments.

  • Conduct virtual and in-person workshops, lunch-and-learns, and technical training sessions.

  • Improve partner technical competency and confidence in positioning Lumana solutions.

  • Attend trade shows and events representing Lumana.

• Technical Relationship Management: Build trusted relationships with partner engineers, architects, and technical decision-makers.

  • Serve as the primary technical advisor for assigned channel partners.

  • Success means the partner’s technical counterpart has a strong, direct relationship with our Channel Partner and actively recommends Lumana to their sales team and end customers.

• Partner-Focused Pre-Sales Support: Support partner-led customer opportunities throughout the sales cycle.

  • Assist with discovery, solution design, architecture discussions, and product demonstrations.

  • Coach partner teams on delivering customer-facing technical presentations.

• Cross-Functional Collaboration: Partner closely with Sales, Product, Product Marketing, Customer Success, Enablement, and Solutions Engineering.

  • Provide market feedback, competitive intelligence, and product insights gathered through partner interactions.

  • Help shape Lumana's long-term partner enablement strategy and channel engineering framework.

  • Working with marketing, ensure the partner portals are the best-in-class technical resource for partners.

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.

Qualifications

Must Have

• 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…