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. 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 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. Nice To Have - Experience supporting national partners such as CDW, SHI, Insight, Presidio, WWT, or similar organizations. - Experience building partner certification or enablement programs. ✍️ Lumana Hiring Philosophy - We spend a lot of time building best-in-class products because highly differentiated products are easier to sell. - We aim to provide both product expertise and industry expertise whenever we interact with prospects and customers. - We believe small teams of exceptional people outperform large teams with average talent. We hire and compensate accordingly. - We value ownership, principled thinking, curiosity, and thoughtful communication. Our Interview Process We keep our process focused and respectful of your time: - A 30-minute conversation with our Talent Team - A 50-minute interview with the Global Head of Solutions Engineering - A 45-minute Technical Panel with the Peers - A Take Home Assignment - A 45-minute Presentation of a Partner Enablement Exercise - A 30-minute conversation with HR Curious who you'd be working with? Meet the Leader → https://www.linkedin.com/in/marcusrebelo/ ✨ What We Offer - We believe great talent deserves great support. Here’s how we invest in you: - Competitive Pay: Strong base salary + variable compensation. - Equity & Upside: Own a piece of what you're building. - Tools that Work for You: We arm our team with top-tier tech and modern sales tools—so you can focus on closing, not admin. - Remote-First Flexibility: Work from where you're most effective, with teammates around the globe. - Product Influence: Your voice matters—sales feedback directly shapes our roadmap. For U.S.-Based Employees - Health & Wellness: Comprehensive medical, dental, and vision coverage. - Time Off: 15 days PTO, paid holidays, and sick leave. - Financial: 401(k) with employer match, equity in a fast-growing startup. - Remote-Friendly: Flexible hybrid/remote work arrangements depending on role. - Parental Leave: Paid parental leave for new parents. - Work Setup: Home office stipend and top-tier equipment provided. Lumana is an equal opportunity employer: We are committed to providing equal employment opportunities to all individuals regardless of race, color, ethnicity, religion, sex, gender identity, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis protected by law. AI-Assisted Interview Policy: Candidates may not use AI-generated responses, real-time transcription, answer-prompting tools, virtual interview assistants, or other undisclosed assistive technologies during the interview. The interview is intended to assess each candidate’s independent experience, judgment, and communication. Unauthorized use of these tools may result in immediate dismissal from the interview process. Recruitment Fraud Alert: All Lumana hiring communications come from @lumana.ai http://lumana.ai — we never ask for payment or personal banking info. Recruiters & Agencies: Lumana does not accept unsolicited resumes from agencies without a signed agreement and will not pay related fees.