Channel Sales Manager

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 We are seeking a motivated and results-driven Channel Sales Manager to build and strengthen our partner ecosystem across local, regional, and national levels. The team member will be responsible for identifying qualified partners while also engaging and managing key partnerships to drive Lumana's growth. This role will manage a higher volume of partners than the regional roles, and focus on onboarding new partners, coordinating training opportunities, ensuring successful collaboration, and managing partner expectations. The ideal candidate will have a strong background in channel sales, partner enablement, and relationship management. Location & Travel Remote - U.S., up to 30% travel required Compensation Compensation Structure: 60/40 split, OTE: $200k -$220k What You'll Do You'll build and grow our ROW partner network, focusing your time on the relationships with the greatest potential. You'll assess our current roster of approximately 90 partners, prioritize a group of about 30 for active engagement, and help those partners understand and use the resources available to them. That includes our training, partner portal, pricing strategy, certifications, customer sales support, and lunch-and-learn programs. You'll also manage inbound partner leads from first review through a clear decision: pursue a strategic partnership, establish a referral relationship, or decline when there isn't a strong fit. As promising relationships develop, you'll invest more deeply in a select group of high-potential partners and help create a strong foundation for future growth. Key Responsibilities Review and prioritize our existing ROW partner roster, focusing active outreach on approximately 30 high‑potential partners. Engage partners and communicate the resources, training, tools, and programs available to help them succeed. Coordinate with customer sales teams to support partner engagement and collaboration. Organize and deliver partner education opportunities, including trainings and lunch‑and‑learns. Evaluate and respond to inbound partner leads, determining whether each is a fit for a strategic partnership, a referral relationship, or no further engagement. Responsibilities Identify, engage, and develop relationships with strategic local, regional, and national channel partners to support Lumana's expansion. Drive the recruitment, onboarding, and enablement of new partners, ensuring they understand Lumana's offerings and value propositions. Provide training, tools, and resources to partners to optimize their performance and contribution to company growth. Collaborate cross‑functionally with sales, marketing, and product teams to align partner strategies with business objectives. Coordinate joint go‑to‑market initiatives, including co‑branded campaigns, events, and sales opportunities. Manage partner performance by setting clear expectations, tracking progress, and implementing improvements as needed. Act as the primary point of contact for partners, addressing inquiries, resolving conflicts, and fostering long‑term engagement. Monitor industry trends and competitive landscapes to identify new partnership opportunities. Regularly report on partner performance, sales impact, and key metrics to leadership. 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 5+ years of experience in channel sales, partner management, or business development within a relevant industry. Bachelor's degree in business, marketing, or a related field (or equivalent experience). Proven track record of building and managing successful partner programs. Strong relationship‑building and negotiation skills. Excellent communication and presentation abilities. Ability to work independently and collaboratively in a fast‑paced environment. Experience with CRM tools and partner management platforms preferred. Willingness to travel for client meetings, industry events, and partner engagements as necessary. Hiring Philosophy We spend a lot of time building best‑in‑class products since we believe a highly differentiated product is easier to sell. We aim to provide both product & industry expertise whenever we interact with prospects and customers. We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly. We value a strong sense of ownership, principled thinking over experience, and thoughtful communication. Our Interview Process We keep it focused and respectful of your time—our typical process includes: A 30-minute conversation with our Talent Team A 50-minute interview with our VP of Channel A 45-minute Channel & Field Sales Panel Interview A 30-minute session with our HR Leader Curious who you'd be working with? Meet the Leader What We Offer We believe great talent deserves great support. Here's how we invest in you: Competitive Pay: Strong base salary + uncapped commission 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 Teammates: Health & Wellness: Full medical, dental, and vision coverage Time Off: 15 days PTO, sick time, and paid holidays Financial Benefits: 401(k) with employer match + meaningful equity Parental Leave: Paid time off for growing families Home Office Setup: Stipend + high-performance gear so you're set up to win 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 . We never request payment or banking information during hiring. Agencies: We do not accept unsolicited agency resumes or pay fees without a signed agreement. #J-18808-Ljbffr Lumana