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Salary: USD 215,000 - 230,000 / annual
Lumana is an AI-powered video security platform that uses computer vision and machine learning to help organizations extract meaningful insights from visual data for enhanced security, safety, and operational efficiency. Founded in 2021 and backed by tier-one Silicon Valley investors, Lumana is one of the fastest-growing video security companies and recently raised the largest Series A in its industry.
The Channel Solutions Engineer will build and scale Lumana's partner enablement motion across North America, serving as the technical counterpart to the Channel Sales organization. This role combines technical training and certification, knowledge transfer, consultation, and relationship building with technical partner counterparts.
Key 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 Lumana and actively recommends solutions 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. Work with marketing to ensure partner portals are best-in-class technical resources.
The role is remote-based in the United States and includes approximately 40% travel for partner meetings, training events, customer engagements, and industry conferences.
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
