{"id":1157207,"url":"https://alion.io/job/lumana-channel-solutions-engineer","title":"Channel Solutions Engineer","company":{"id":3491,"name":"Lumana","domain":"lumana.ai","url":"https://alion.io/company/lumana","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":null},"role":"Solutions","role_family":"Solutions","seniority":"senior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":125000,"max":160000,"currency":"USD","period":"year","gross":null,"usd_annual":160000},"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Computer Vision","optional":false}],"status":"live","first_seen_at":"2026-09-23T00:08:27Z","employer_posted_date":"2026-09-23","last_verified_at":"2026-10-13T19:04:38Z","board_verified":true,"closed_at":null,"days_open":20,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":20},"description":"Lumana helps organizations turn video into action. Our AI video security platform helps customers improve safety, strengthen security, and respond faster when it matters most.\nFounded in 2021 and backed by leading Silicon Valley investors, we’re growing quickly. Here, you’ll think big, move fast, and own work that has a visible impact.\nRole Description\nThe Channel Solutions Engineer will 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.\nThis 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.\nLocation & Travel\nRemote - United States\nThis role supports strategic channel partners throughout North America and includes approximately 40% travel for partner meetings, training events, customer engagements, and industry conferences.\nCompensation\n70% base / 30% variable / $215k - $230k OTE\nFinal compensation will depend on location, experience, skills, and role alignment. Variable compensation is subject to the applicable incentive plan.\nResponsibilities\nPartner Enablement: Deliver technical training and onboarding programs for partner sales engineers and technical teams.\nDevelop scalable enablement materials, certifications, playbooks, and demo environments.\n\nConduct virtual and in-person workshops, lunch-and-learns, and technical training sessions.\n\nImprove partner technical competency and confidence in positioning Lumana solutions.\n\nAttend trade shows and events representing Lumana.\n\nTechnical Relationship Management: Build trusted relationships with partner engineers, architects, and technical decision-makers.\nServe as the primary technical advisor for assigned channel partners.\n\nSuccess 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.\n\nPartner-Focused Pre-Sales Support: Support partner-led customer opportunities throughout the sales cycle.\nAssist with discovery, solution design, architecture discussions, and product demonstrations.\n\nCoach partner teams on delivering customer-facing technical presentations.\n\nCross-Functional Collaboration: Partner closely with Sales, Product, Product Marketing, Customer Success, Enablement, and Solutions Engineering.\nProvide market feedback, competitive intelligence, and product insights gathered through partner interactions.\n\nHelp shape Lumana's long-term partner enablement strategy and channel engineering framework.\n\nWorking with marketing, ensure the partner portals are the best-in-class technical resource for partners.\n\nWe 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.\nQualifications\nMust Have\n5+ 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.\n\nFamiliarity with AI, computer vision, analytics, or video management platforms.\n\nExperience supporting channel partners, distributors, resellers, or indirect sales motions.\n\nStrong networking and IP infrastructure fundamentals.\n\nExcellent presentation, communication, sales acumen, and technical storytelling skills.\n\nExperience delivering technical training and enablement programs and understanding of sales frameworks.\n\nAbility to simplify complex technical concepts for both technical and non-technical audiences.\n\nStartup or high-growth company experience.\n\nWillingness to travel as needed.\n\nNice To Have\nExperience supporting national partners such as CDW, SHI, Insight, Presidio, WWT, or similar organizations.\n\nExperience building partner certification or enablement programs.\n\nLumana Hiring Philosophy\nWe spend a lot of time building best-in-class products because highly differentiated products are easier to sell.\n\nWe aim to provide both product expertise and industry expertise whenever we interact with prospects and customers.\n\nWe believe small teams of exceptional people outperform large teams with average talent. We hire and compensate accordingly.\n\nWe value ownership, principled thinking, curiosity, and thoughtful communication.\n\nOur Interview Process\nWe keep our process focused and respectful of your time:\nA 30-minute conversation with our Talent Team\n\nA 50-minute interview with the Global Head of Solutions Engineering\n\nA 45-minute Technical Panel with the Peers\n\nA Take Home Assignment\n\nA 45-minute Presentation of a Partner Enablement Exercise\n\nA 30-minute conversation with HR\n\nCurious who you'd be working with? Meet the Leader →\nWhat We Offer - We believe great talent deserves great support. Here’s how we invest in you:\nCompetitive Pay: Strong base salary + variable compensation.\n\nEquity & Upside: Own a piece of what you're building.\n\nTools that Work for You: We arm our team with top-tier tech and modern sales tools-so you can focus on closing, not admin.\n\nRemote-First Flexibility: Work from where you're most effective, with teammates around the globe.\n\nProduct Influence: Your voice matters-sales feedback directly shapes our roadmap.\n\nFor U.S.-Based Employees\nHealth & Wellness: Comprehensive medical, dental, and vision coverage.\n\nTime Off: 15 days PTO, paid holidays, and sick leave.\n\nFinancial: 401(k) with employer match, equity in a fast-growing startup.\n\nRemote-Friendly: Flexible hybrid/remote work arrangements depending on role.\n\nParental Leave: Paid parental leave for new parents.\n\nWork Setup: Home office stipend and top-tier equipment provided.\n\nEqual Opportunity: Lumana considers applicants without regard to protected characteristics, in accordance with applicable law.\nInterview Policy: Please answer independently during interviews. Do not use real-time AI assistance, transcription, or answer prompts without prior authorization. Unauthorized use may disqualify you.\nRecruitment Fraud: Official hiring emails come from @lumana.ai. We never request payment or banking information during hiring.\nAgencies: We do not accept unsolicited agency resumes or pay fees without a signed agreement.","description_format":"text","description_chars":6646,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Home office","Parental leave"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Computer Vision","Video Surveillance"],"lifecycle":[{"event":"open","at":"2026-09-23T22:04:10Z"}],"visa":[],"liveness":{"score":68,"band":"ok","label":"Likely open","p_open":1,"p_active":0.903,"p_room":0.75,"age_days":20,"expected_fill_days":28,"reasons":["conf:1","velocity","win:late"],"computed_at":"2026-10-13T05:45:00Z"},"pay":{"stated_usd_annual":160000,"is_top_pay":false},"html_url":"https://alion.io/job/lumana-channel-solutions-engineer","json_url":"https://alion.io/job/lumana-channel-solutions-engineer.json","meta":{"generated_at":"2026-10-13T21:21:35Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":32757,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-14T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":3491},"rest":"https://alion.io/mcp/rest/get_company?id=3491"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Flumana-channel-solutions-engineer"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Flumana-channel-solutions-engineer"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Flumana-channel-solutions-engineer"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/lumana-channel-solutions-engineer\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Flumana-channel-solutions-engineer"}]}