Channel Solutions Engineer

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Lumana

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2021

🤖 Artificial Intelligence

☁️ SaaS

🔐 Security

Artificial Intelligence • SaaS • Security

Lumana is an AI video security company that delivers an end-to-end platform combining AI-powered video management software and NDAA-compliant cameras to automate monitoring, generate real-time alerts, accelerate incident response, and surface operational insights from video. Its products include a cloud-based VMS+, on-prem CORE hardware with industrial SSD storage and cloud backup, modern security cameras, and AI features such as threat detection, license plate recognition, AI-powered search, and customizable dashboards for enterprises across education, government, retail, healthcare, manufacturing, and hospitality.

📋 Description

• 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. • Build trusted relationships with partner engineers, architects, and technical decision-makers. • Serve as the primary technical advisor for assigned channel partners. • 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. • 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.

🎯 Requirements

• 5+ years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, Technical Consulting, or similar customer-facing technical roles. • Experience supporting channel partners, distributors, resellers, or indirect sales motions. • Strong networking and IP infrastructure fundamentals. • Excellent presentation, communication, and technical storytelling skills. • Experience delivering technical training and enablement programs. • Ability to simplify complex technical concepts for both technical and non-technical audiences. • Willingness to travel as needed.

🏖️ Benefits

• 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. • 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.