---
title: 'Channel Solutions Engineer at Lumana'
canonical: 'https://feeny.ai/job/channel-solutions-engineer-lumana-united-states-eqjcf8dzgkqq'
type: 'job'
last_seen: '2026-10-13'
---

# Channel Solutions Engineer at Lumana

- **Company:** Lumana
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-23
- **Last confirmed live:** 2026-10-13
- **Apply:** https://jobs.ashbyhq.com/lumana/b69dc202-281a-4b99-8642-4b47197b0e9a

## Job 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. Founded 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.

## Role Description

The 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. 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 & Travel Remote - United States This role supports strategic channel partners throughout North America and includes approximately 40% travel for partner meetings, training events, customer engagements, and industry conferences.

## Compensation

70% base / 30% variable / $215k - $230k OTE Final compensation will depend on location, experience, skills, and role alignment. Variable compensation is subject to the applicable incentive plan.

## 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.

## Qualifications

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 →](https://www.linkedin.com/in/marcusrebelo/)

✨ 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.

Equal Opportunity: Lumana considers applicants without regard to protected characteristics, in accordance with applicable law. Interview 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. Recruitment Fraud: Official hiring emails come from @[lumana.ai](http://lumana.ai). We never request payment or banking information during hiring. Agencies: We do not accept unsolicited agency resumes or pay fees without a signed agreement.

## About Lumana

## Company Overview
- **One-liner**: Lumana provides an enterprise AI-powered video security and intelligence platform that transforms existing cameras into intelligent agents for real-time security, safety, and operational insights.
- **Entity Type**: Private (Series A)
- **Headquarters**: Los Gatos, California, United States
- **Founded**: 2021
- **Founders**: Sagi Ben Moshe (CEO), Prof. Ron Kimmel (Chief Scientific Officer)

## Core Business
- **Primary industry**: AI Video Security & Intelligence, Physical Security, Enterprise Software
- **Target customers**: B2B, Enterprise (Healthcare, Education, Warehouses, Retail, Government)
- **Mission or purpose**: To transform how organizations intelligently perceive and respond to the world by turning fragmented video data into decisions people can trust.

## Products & Services
- **Lumana Platform (VIA-1)**: A proprietary AI video intelligence model that turns cameras into AI agents capable of perceiving context, reasoning, and acting in real-time. It continuously learns from each environment to improve accuracy and reduce false alerts by up to 90%.
- **Core**: An AI engine and video processor that replaces or works with existing NVRs (Network Video Recorders).
- **Cloud**: Cloud-based video management and AI processing.
- **VMS+**: Smart video management software accessible from desktop or mobile.
- **Industry Solutions**: Tailored offerings for Healthcare, Education, Warehouses, Retail, and Enterprise, combining cameras, access control, sensors, and AI on one platform.

## Market Standing
- **Valuation/Market Cap**: Not disclosed
- **Key Metric**: Total Funding of $64M (Seed: $24M in April 2024, Series A: $40M in July 2025)
- **Notable Investors/Partners**: Wing Venture Capital (lead, Series A), Norwest Venture Partners, S Capital
- **Growth Signals**: 50,000+ cameras deployed; 85 employees (+127.7% YoY); 7 active job postings (+250% YoY); LinkedIn followers of 12,430 (+44.3% yearly); presence in the US, Israel, Poland, and Italy.

## Competitive Advantages
- **Proprietary AI Model (VIA-1)**: A continuously learning video intelligence model that reduces false alerts by up to 90%, offering industry-leading accuracy.
- **Camera Agnostic**: Integrates seamlessly with existing camera infrastructure, eliminating the need for rip-and-replace hardware upgrades.
- **Unified Platform**: Combines cameras, access control, sensors, and AI on a single platform, simplifying security operations.
- **Strong Talent Pool**: Team includes experts from Verkada, Rhombus, Intel, and the Technion, bringing deep domain expertise in security and AI.

## Strategic Focus
- **Product Expansion**: Continuing to develop and refine the VIA-1 AI model and platform capabilities.
- **Market Penetration**: Scaling sales and go-to-market efforts across key verticals (Healthcare, Education, Warehousing, Retail) and expanding geographically.
- **Talent Acquisition**: Aggressively hiring across engineering (Cloud, Edge), product, marketing, and sales to support rapid growth (85 employees, +127.7% YoY).

## Why Work Here
- **High Growth Trajectory**: The company is scaling rapidly (85 employees, +127.7% YoY) with $64M in funding, offering significant career growth opportunities.
- **Meaningful Work**: Employees solve hard, real-world problems at the intersection of hardware, software, and AI, building technology that protects people in real environments.
- **Culture & Values**: Emphasizes high trust, real flexibility, and a results-oriented mindset. Values include being customer-obsessed, thinking big, being fearless, and believing the best team wins.
- **Work Policy**: Remote and hybrid options available; hires self-starters and trusts them to lead and drive outcomes.
- **Benefits**: Employee stock options (ISO equity program), 401k matching (1:1 up to 4%), 15 days PTO, 7 company holidays plus 3 floating days, $500 workspace stipend, and a focus on connection across distributed teams.
- **Diversity Philosophy**: Embraces diverse perspectives as a superpower, creating an inclusive space where every unique background adds value.

## Sources
1. [lumana.ai](https://www.lumana.ai/)
2. [lumana.ai/about](https://www.lumana.ai/about)
3. [lumana.ai/careers](https://www.lumana.ai/careers)
4. [LinkedIn](https://www.linkedin.com/company/lumana-ai)
5. [LeadIQ](https://leadiq.com/c/lumana/63446b938b0dea8f3a228eb9)
6. [PRNewswire](https://www.prnewswire.com/news-releases/lumana-secures-40m-series-a-to-accelerate-ai-video-security-302512345.html)

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