Channel Sales Manager

Lumana; Palo Alto (CA); Remote; USD 180,000 - 220,000; Full time

Benefits offered by this job

Competitive base + uncapped commission

Equity & upside

Top-tier.sales tools

Job summary

Lumana is seeking a Channel Sales Manager to expand our partner network across local, regional, and national levels. You’ll recruit and onboard partners, provide enablement, and drive joint go-to-market initiatives while coordinating with sales, marketing, and product teams.

Remote-first role in the U.S. with up to 30% travel. The compensation structure is a 60/40 split with an OTE of $200k–$220k, reflecting a strong emphasis on performance and equity opportunities.

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.

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.

Skills

Channel sales

Partner management

Relationship building

Negotiation

Communication

Presentation skills

CRM tools

Education

Bachelor's degree in business/marketing

Tools

CRM tools

Partner management platforms

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

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

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.