Principal, International Partnerships (Theia)

Reporting to: SVP Business Development
Function: Business Development / Partnerships
Location: UK
Travel: International travel required

Role Overview

SynMax is building a global partner ecosystem to accelerate adoption of Theia across allied government and defense markets. The Principal, International Partnerships role is a senior individual contributor position responsible for establishing and executing partner-led market access outside the United States, with an initial focus on NATO and allied countries.

This role is outcome-oriented and execution-heavy. You will identify, qualify, and operationalise partners that can credibly represent SynMax in-country, support tenders and procurements, and convert partnership relationships into real pipeline and revenue. This is not a relationship-only or alliance-management role.

Core Purpose

This role exists to:

Drive partnership-led business development with prime contractors, integrators, and trusted resellers in international markets.

Establish credible in-country partner representation in priority NATO and allied countries.

Create structured, repeatable partner engagement models that convert into measurable pipeline and revenue.

Expand SynMax’s international market presence through indirect, partner-led channels.

Key Responsibilities

International Partner Execution

Own partner-led market entry and execution across a defined set of international (primarily NATO/allied) countries.

Identify, qualify, and onboard regional partners including primes, system integrators, and resellers.

Drive partner-supported tenders, bids, and procurements from early qualification through submission and award.

Partner Engagement & Governance

Establish clear operating norms with partners covering roles, responsibilities, deal hygiene, and information flow.

Maintain strong working relationships with active partners while holding them accountable for performance.

Make judgement calls on partner prioritization, engagement depth, and when to disengage from non-performing relationships.

Cross-Functional Collaboration

Work closely with Business Development, Product, Legal, and Customer Success to ensure partners are enabled and aligned.

Support internal teams with partner context, market intelligence, and tender-specific insights.

Capture and codify learnings from international markets to inform internal best practices.

What Success Looks Like:
• Active, credible partners established in priority international markets.
• Partner-led opportunities progressing into qualified pipeline and awarded contracts.
• Reduced friction and cycle time for international tenders and procurements.
• Clear internal visibility into partner performance, risks, and opportunities.

What This Role Is Not:
• This role does not own global partner strategy or pricing policy.
• This role does not manage people.
• This role is not a general sales or account executive position.

What We’re Looking For:
• Demonstrated experience building and executing partnerships in government, defense, or regulated international markets.
• Strong understanding of non-US government procurement environments and partner-led sales models.
• Ability to operate independently in ambiguous environments and make sound commercial judgements.
• Comfort representing a technical product externally and translating capability into mission-relevant value.
• Clear communicator able to work effectively across internal teams and external partners.
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Why SynMax

You’ll play a key role in shaping how SynMax enters and scales in international markets at an early stage. This role offers high ownership, direct impact on growth, and the opportunity to build durable partner channels that matter.