Channel Solutions Engineer
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Job Description
Channel Solutions Engineer enabling North American partners for Lumana’s AI video security platform. Delivering technical training, demos, solution design, and partner-led pre-sales support.
Responsibilities:
- Build and scale partner enablement across North America
- 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
- 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 customer-facing technical presentations
- Collaborate with Sales, Product, Product Marketing, Customer Success, Enablement, and Solutions Engineering
- Provide market feedback, competitive intelligence, and product insights from 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
Requirements:
- 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 technical and non-technical audiences
- Startup or high-growth company experience
- Willingness to travel as needed
- Experience supporting national partners such as CDW, SHI, Insight, Presidio, or WWT is nice to have
- Experience building partner certification or enablement programs is nice to have
Benefits:
- Variable compensation
- Equity ownership
- Top-tier technology and modern sales tools
- Remote-first flexibility
- Product influence and direct roadmap feedback
- Comprehensive medical, dental, and vision coverage
- 15 days PTO
- Paid holidays
- Sick leave
- 401(k) with employer match
- Equity in a fast-growing startup
- Paid parental leave
- Home office stipend
- Top-tier equipment provided
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