Channel Solutions Engineer
About the role
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.
Location: 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.
Pay
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. Base salary range: $125K - $160K.
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.