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Channel Solutions Engineer

LumanaUnited States - RemoteSales
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Salary
$125K - $160K USD
Job type
Full-time
Work mode
Remote
Posted
23 Sept 2026
Status
Open · checked 7d ago

About this role

Role Overview

The Channel Solutions Engineer at Lumana is a remote, full-time technical sales position based in the United States that suits an experienced professional with a background in physical security, video surveillance, or SaaS technology. This role drives partner enablement and scales channel operations across North America by supporting indirect sales motions and building trusted relationships with technical counterparts.

Key Responsibilities

Deliver comprehensive technical training, onboarding programs, and educational sessions for partner sales engineers and technical teams.
Build scalable enablement materials, product certifications, playbooks, and standardized demo environments.
Serve as the primary technical advisor and build trusted relationships with partner engineers, architects, and technical decision-makers.
Provide partner-focused pre-sales support throughout the sales cycle, assisting with discovery, solution design, architecture discussions, and product demonstrations.
Collaborate cross-functional with Sales, Product, Marketing, and Customer Success teams to share market feedback, competitive intelligence, and product insights.
Attend trade shows and industry events to represent the company and support strategic partners.

Requirements

Minimum of 5 years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, Technical Consulting, or comparable customer-facing technical roles.
Background within physical security, video surveillance, cybersecurity, networking, SaaS, or infrastructure technology sectors.
Familiarity with artificial intelligence, computer vision, video analytics, or video management platforms.
Hands-on experience supporting channel partners, distributors, resellers, or indirect sales motions.
Strong networking and Internet Protocol infrastructure fundamentals.
Exceptional presentation, communication, sales acumen, and technical storytelling abilities with startup or high-growth company experience.
Willingness to travel approximately 40 percent of the time for partner meetings, training events, customer engagements, and conferences.

Nice to Have

Experience supporting national partners such as CDW, SHI, Insight, Presidio, World Wide Technology, or similar organizations.
Prior experience building formal partner certification or enablement programs.

Skills and Tools

Computer Vision
Technical Training and Enablement
Solution Architecture and Design
Pre-Sales Technical Support
IP Networking Infrastructure

Salary and Benefits

Total On-Target Earnings range between $215,000 and $230,000 USD per year, structured with a 70 percent base salary and 30 percent variable compensation (base salary range of $125,000 to $160,000 USD).
Equity opportunities in a fast-growing startup.
Comprehensive medical, dental, and vision health and wellness coverage.
Financial security through a 401(k) plan with employer match.
Paid time off including 15 days of PTO, paid holidays, and sick leave, alongside paid parental leave.
Home office stipend and top-tier equipment setup provided.

About the Company

Lumana helps organizations turn video into action through an artificial intelligence video security platform that improves safety, strengthens security, and accelerates response times. Founded in 2021 and backed by leading Silicon Valley investors, the company operates in a fast-growing environment where small teams of exceptional people are empowered to think big, move fast, and make a visible impact.

How to Apply

Visit the official Lumana careers page to submit your application for this position.

Skills and tech stack

Computer Vision

Questions candidates ask

Is this a remote position?

Yes, this role is remote within the United States.

What is the travel requirement for the Channel Solutions Engineer?

The role includes approximately 40% travel for partner meetings, training events, customer engagements, and industry conferences.

What is the compensation structure for this role?

The OTE is $215k to $230k USD, consisting of a 70% base salary and 30% variable compensation, alongside equity and comprehensive benefits.

How many years of experience are required?

Candidates must have 5+ years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, Technical Consulting, or related customer-facing technical roles.

What background or industry experience is preferred?

Experience in physical security, video surveillance, cybersecurity, networking, SaaS, or infrastructure technology is required, with familiarity in AI and computer vision.

Ready to apply?

The application is on the official Lumana careers page.

Apply on company site