ashby
Channel Solutions Engineer
Lumana
Remote, USA
Full-time
Mid
Remote
$125K – $160K • Offers Equity • Offers Commission
Discovered 1 months ago
Full Job Posting
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 our Channel Partner and actively recommends Lumana 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.
- 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.
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.
- ✍️ 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 Process
- We keep our process focused and respectful of your time:
- A 30-minute conversation with our Talent Team
- A 50-minute interview with the Global Head of Solutions Engineering
- A 45-minute Technical Panel with the Peers
- A Take Home Assignment
- A 45-minute Presentation of a Partner Enablement Exercise
- A 30-minute conversation with HR
- 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.
- Lumana is an equal opportunity employer: We are committed to providing equal employment opportunities to all individuals regardless of race, color, ethnicity, religion, sex, gender identity, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis protected by law.
- AI-Assisted Interview Policy: Candidates may not use AI-generated responses, real-time transcription, answer-prompting tools, virtual interview assistants, or other undisclosed assistive technologies during the interview. The interview is intended to assess each candidate’s independent experience, judgment, and communication. Unauthorized use of these tools may result in immediate dismissal from the interview process.
- Recruitment Fraud Alert: All Lumana hiring communications come from @ lumana.ai — we never ask for payment or personal banking info.
- Recruiters & Agencies: Lumana does not accept unsolicited resumes from agencies without a signed agreement and will not pay related fees.
About Lumana
Software & SaaS115 employeesFounded 2021
Lumana is a private AI video security company helping organizations monitor cameras and respond to physical threats.
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