Role DescriptionLumana is seeking a
Channel Solutions Engineer to 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 & TravelRemote - United States
- This role supports strategic channel partners throughout North America and includes approximately 40-60% travel for partner meetings, training events, customer engagements, and industry conferences.
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.
- 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 is when the technical counterpart has a texting-relationship with the Channel SE and is recommending Lumana to their sales people 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.
QualificationsMust Have- 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.
Nice To Have- Experience within physical security, video surveillance, cybersecurity, networking, SaaS, or infrastructure technology.
- Experience supporting national partners such as CDW, SHI, Insight, Presidio, WWT, or similar organizations.
- Experience building partner certification or enablement programs.
- Familiarity with AI, computer vision, analytics, or video management platforms.
- Startup or high-growth company experience.
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 ProcessWe keep our process focused and respectful of your time:
- A 60-minute conversation with our Talent Team
- A 45-minute interview with the VP of Sales
- A Technical Panel with Solutions Engineer Team
- A Take Home Assignment
- A 45-minute Partner Enablement Exercise Presentation
Curious who you'd be working with? Meet the Leader →
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.
