Channel Solutions Engineer

Lumana

. Build and scale partner enablement across North America .

Posted 9/23/2026full-timeRemote • United StatesMid-LevelSenior💰 $150,500 - $161,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and scaling partner enablement programs, delivering technical training, and developing enablement materials. Proficient in simplifying complex technical concepts and fostering strong relationships with partner engineers and decision-makers.

Highest-signal resume keywords

Solutions EngineeringTechnical Training DeliveryPartner Enablement ProgramsNetworking FundamentalsTechnical Storytelling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Solutions ArchitectureTechnical ConsultingSales EngineeringAI FamiliarityVideo Management PlatformsCybersecuritySaaSInfrastructure TechnologyChannel Partner SupportTechnical Presentation Skills

Soft Skills

Excellent CommunicationSales AcumenRelationship BuildingCoachingSimplifying Complex Concepts

Tools & Technologies

Video SurveillanceAnalyticsPartner PortalsDemo EnvironmentsSales Frameworks

Industry Keywords

Physical SecurityNetworkingIndirect Sales MotionsPartner Certification ProgramsHigh-Growth Company Experience

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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