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Channel Solutions Engineer

May 27, 2026

Lumana is on a mission to empower organizations by unlocking the value of their visual data — not just record the world, but to actually understand it and extract meaningful insights. Our AI video security platform delivers unmatched visibility and control, helping customers enhance security and safety, streamline operations, and respond instantly when it matters most.Founded in 2021, we are backed by tier-one Silicon Valley investors with deep team expertise in AI, computer vision, and machine learning. We are one of the fastest-growing video security companies and recently raised the largest Series A within our industry. We’ve built the most intelligent video security solution on the market — one that sees what matters, acts fast, and prevents what used to be inevitable.At Lumana, teams are small, dynamic, and trusted to lead. We think big, move fast, and execute like owners — because we are. Your impact here won’t be filtered. It will be visible, lasting, and real.Role DescriptionLumana is seeking a Channel Solutions Engineer to 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. This 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.Location & TravelRemote - United States<ul style="min-height:1.5em"><li>This role supports strategic channel partners throughout North America and includes approximately 40–60% travel for partner meetings, training events, customer engagements, and industry conferences.</li></ul><div style="min-height:1.2em;margin-top:0;margin-bottom:0"> </div>Responsibilities<ul style="min-height:1.5em"><li>Partner Enablement: Deliver technical training and onboarding programs for partner sales engineers and technical teams.<ul style="min-height:1.5em"><li>Develop scalable enablement materials, certifications, playbooks, and demo environments.</li><li>Conduct virtual and in-person workshops, lunch-and-learns, and technical training sessions.</li><li>Improve partner technical competency and confidence in positioning Lumana solutions.</li></ul></li><li>Technical Relationship Management: Build trusted relationships with partner engineers, architects, and technical decision-makers.<ul style="min-height:1.5em"><li>Serve as the primary technical advisor for assigned channel partners.</li><li>Success is when the technical counterpart has a texting-relationship with the Channel SE and is recommending Lumana to their sales people and end customers.</li></ul></li><li>Partner-Focused Pre-Sales Support: Support partner-led customer opportunities throughout the sales cycle.<ul style="min-height:1.5em"><li>Assist with discovery, solution design, architecture discussions, and product demonstrations.</li><li>Coach partner teams on delivering customer-facing technical presentations.</li></ul></li><li>Cross-Functional Collaboration: Partner closely with Sales, Product, Product Marketing, Customer Success, Enablement, and Solutions Engineering.<ul style="min-height:1.5em"><li>Provide market feedback, competitive intelligence, and product insights gathered through partner interactions.</li><li>Help shape Lumana's long-term partner enablement strategy and channel engineering framework.</li><li>Working with marketing, ensure the partner portals are the best-in-class technical resource for partners.</li></ul></li></ul>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.QualificationsMust Have<ul style="min-height:1.5em"><li>5+ years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, Technical Consulting, or similar customer-facing technical roles.</li><li>Experience supporting channel partners, distributors, resellers, or indirect sales motions.</li><li>Strong networking and IP infrastructure fundamentals.</li><li>Excellent presentation, communication, and technical storytelling skills.</li><li>Experience delivering technical training and enablement programs.</li><li>Ability to simplify complex technical concepts for both technical and non-technical audiences.</li><li>Willingness to travel as needed.</li></ul>Nice To Have<ul style="min-height:1.5em"><li>Experience within physical security, video surveillance, cybersecurity, networking, SaaS, or infrastructure technology.</li><li>Experience supporting national partners such as CDW, SHI, Insight, Presidio, WWT, or similar organizations.</li><li>Experience building partner certification or enablement programs.</li><li>Familiarity with AI, computer vision, analytics, or video management platforms.</li><li>Startup or high-growth company experience.</li></ul>✍️ Lumana Hiring Philosophy<ul style="min-height:1.5em"><li>We spend a lot of time building best-in-class products because highly differentiated products are easier to sell.</li><li>We aim to provide both product expertise and industry expertise whenever we interact with prospects and customers.</li><li>We believe small teams of exceptional people outperform large teams with average talent. We hire and compensate accordingly.</li><li>We value ownership, principled thinking, curiosity, and thoughtful communication.</li></ul>Our Interview ProcessWe keep our process focused and respectful of your time:<ul style="min-height:1.5em"><li>A 60-minute conversation with our Talent Team</li><li>A 60-minute interview with the VP of Sales</li><li>A Technical Panel with Solutions Engineer Team </li><li>A Take Home Assignment</li><li>A 45-minute Panel Presentation/ Partner Enablement Exercise with our team </li></ul>Curious who you'd be working with? <a target="_blank" rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/johnvossoughi/">Meet the Leader →</a>✨ What We Offer - We believe great talent deserves great support. Here’s how we invest in you:<ul style="min-height:1.5em"><li>Competitive Pay: Strong base salary + variable compensation.</li><li>Equity & Upside: Own a piece of what you're building.</li><li>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.</li><li>Remote-First Flexibility: Work from where you're most effective, with teammates around the globe.</li><li>Product Influence: Your voice matters—sales feedback directly shapes our roadmap.</li></ul>For U.S.-Based Employees<ul style="min-height:1.5em"><li>Health & Wellness: Comprehensive medical, dental, and vision coverage.</li><li>Time Off: 15 days PTO, paid holidays, and sick leave.</li><li>Financial: 401(k) with employer match, equity in a fast-growing startup.</li><li>Remote-Friendly: Flexible hybrid/remote work arrangements depending on role.</li><li>Parental Leave: Paid parental leave for new parents.</li><li>Work Setup: Home office stipend and top-tier equipment provided.</li></ul>Lumana is an equal opportunity employer‍We 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.Recruitment Fraud Alert: All Lumana hiring communications come from @<a target="_blank" rel="noopener noreferrer nofollow" href="http://lumana.ai">lumana.ai</a> — 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.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...