Channel Solutions Engineer

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish and expand partner enablement initiatives across North America.

• Implement technical training and onboarding programs for partner sales engineers and technical teams.

• Create scalable enablement materials, certifications, playbooks, and demo environments.

• Facilitate virtual and in-person workshops, lunch-and-learns, and technical training sessions.

• Enhance partner technical proficiency and confidence in presenting Lumana solutions.

• Participate in trade shows and events as a representative of Lumana.

• Develop trusted relationships with partner engineers, architects, and technical decision-makers.

• Act as the primary technical advisor for designated channel partners.

• Assist partner-led customer opportunities throughout the sales process.

• Provide support during discovery, solution design, architectural discussions, and product demonstrations.

• Mentor partner teams on customer-facing technical presentations.

• Collaborate with Sales, Product, Product Marketing, Customer Success, Enablement, and Solutions Engineering teams.

• Collect market feedback, competitive insights, and product information from partner engagements.

• Contribute to shaping Lumana’s long-term partner enablement strategy and channel engineering framework.

• Collaborate with marketing to ensure partner portals feature best-in-class technical resources.

⛳️ Requirements

• Over 5 years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, Technical Consulting, or similar customer-facing technical roles within sectors like physical security, video surveillance, cybersecurity, networking, SaaS, or infrastructure technology.

• Knowledge of AI, computer vision, analytics, or video management platforms.

• Experience in supporting channel partners, distributors, resellers, or indirect sales motions.

• Strong foundational knowledge of networking and IP infrastructure.

• Exceptional presentation, communication, sales acumen, and technical storytelling abilities.

• Proven track record in delivering technical training and enablement programs, with an understanding of sales frameworks.

• Capability to simplify intricate technical concepts for both technical and non-technical audiences.

• Experience in startup or high-growth company environments.

• Willingness to travel as required.

• Experience in supporting national partners such as CDW, SHI, Insight, Presidio, or WWT is a plus.

• Experience in developing partner certification or enablement programs is a plus.

🏝️ Benefits

• Variable compensation.

• Equity ownership.

• Access to top-tier technology and modern sales tools.

• Flexible remote-first work arrangement.

• Opportunity for product influence and direct roadmap feedback.

• Comprehensive medical, dental, and vision insurance coverage.

• 15 days of paid time off (PTO).

• Paid holidays.

• Sick leave.

• 401(k) plan with employer matching.

• Equity in a rapidly growing startup.

• Paid parental leave.

• Home office stipend.

• Provision of top-tier equipment.