Partner Commercial Leader - Industry Solutions Delivery, Americas

Partner Selection & Contracting

• Serve as the regional expert on partner engagement during deal pursuits, acting as an impartial advisor on selecting the “right partner for the right work” based on capability and capacity.
• Lead negotiations with chosen subcontractor partners before deal closure – structuring scope, pricing, and contract terms that align with the deal’s needs and ISD’s financial targets. 
• Ensure subcontractor agreements mirror customer contract requirements (e.g. milestones, SLAs, Ts&Cs flow downs) so that partners are accountable under the same conditions.
• Uphold compliant sourcing processes (e.g. running mini-RFPs among vetted partners when required) to justify partner choices and adhere to governance standards. 
• Outcome: Optimal partner arrangements are secured for each deal, balancing competitive pricing with protections for margin and cloud consumption objectives. 

Delivery Oversight & Partner Performance

• Once projects are underway, act as the single point of ownership for partner performance across all ISD engagements in your region. Oversee partners at a macro level – monitoring delivery outcomes (timeliness, quality, compliance) and reviewing partner scorecard KPIs (e.g. quality ratings, Azure consumption, NNR, ECIF ROI) across programs.
• Conduct regular performance checkpoints and lead regular executive reviews with each key partner to assess results and future plans.
• Drive continuous improvement: if a partner underperforms or misses deliverables, work with their leadership on remediation plans and escalate within ISD as needed; conversely, recognise and champion high-performing partners to grant them more opportunities.
• Manage ongoing commercial aspects post-sale, such as negotiating any rate card adjustments or resolving commercial issues based on performance and market benchmarks.
• Outcome: A consistently high level of partner delivery excellence is maintained (measured by partner quality scores and successful project outcomes), and issues are proactively addressed to protect customer success and ISD’s margins.  

Drive Cloud Growth via Partners

• Align every partner engagement with Microsoft’s cloud growth ambitions.
• Work with deal teams to embed consumption-focused incentives and outcome-based elements into partner contracts, ensuring partners are motivated to deliver projects faster and drive Azure usage (e.g. milestone bonuses linked to cloud adoption).
• During delivery, track and maximise Azure Consumption Revenue (ACR) generated by partner-led projects, intervening if consumption lags and replicating best practices from partners who accelerate cloud adoption. 

Partner Ecosystem & Strategy Execution

• Execute the FY26 ISD Partner Strategy in your region by focusing partner investments on a selective set of trusted, high-performing partners.
• Rationalise the long-tail of vendors by guiding internal teams to use approved strategic partners and enforcing exception processes for any new/unvetted suppliers.
• Partner with Partner Operations and Compliance to ensure any new partners are onboarded and managed in line with global standards and processes, providing a consistent experience for both internal stakeholders and partners.
• Collaborate closely with the ISD Partner Leader and other regional Partner Commercial Leads to share learnings, maintain strict governance, and continually refine commercial frameworks (rate cards, templates, incentive models) that protect Microsoft’s interests while enabling partner success.
• Outcome: A streamlined, strategic partner ecosystem that delivers at scale without compromising on quality or gross margin. Internally, sellers and delivery teams have a clear, efficient process to engage partners; externally, partners find it easy and rewarding to do business with ISD, fostering stronger alliances.  

Team Leadership & Collaboration

• Manage and mentor a regional team of Partner Commercial ICs, providing direction and ensuring consistency in how they support deals and projects.
• Set clear objectives for your team around partner deal structuring and delivery oversight.
• Foster a culture of data-driven decision making – using partner performance metrics (e.g. Partner Value Index scores, consumption dashboards) to guide actions.
• Coordinate with other leaders (sales, solutioning, delivery management, and the central Partner Operations & Compliance team) to remove blockers and continuously improve partner engagement processes across the region.
• Outcome: Your team operates as an effective “hub” for partner-related matters in the region, and stakeholders feel supported and aligned in executing the partner strategy.

• Master's Degree in Business, Operations, Finance, or related field AND 12+ years experience program management
  • OR Bachelor's Degree in Business, Operations, Finance, or related field AND 15+ years experience in program management
  • OR equivalent experience.
• 8+ years people management experience.
• 10+ years in enterprise technology partner management, consulting, or outsourcing roles.
• Experience in structuring large subcontractor agreements or alliances and managing vendor/partner performance at scale.
• Experience in cloud services is highly desirable (familiarity with Microsoft Azure and services business a strong plus). 
• Commercial & Negotiation Skills:
  • Required negotiation and contract management skills, with the ability to craft complex deal terms that balance risk and reward.
  • Understanding of various commercial models (T&M, fixed-price, outcome-based) and how to apply them to drive desired outcomes.
  • Adept at financial analysis, pricing strategies, and ensuring gross margin objectives are met in partner-engaged deals.
• Strategic Thinking:
  • Ability to translate high-level partner strategy into operational execution.
  • Experience in optimising a partner ecosystem – e.g. selecting the right mix of global vs. local partners, leveraging economies of scale, and implementing governance to ensure compliance.
  • Ability to make data-driven decisions on partner usage (when to engage partners, in what capacity) aligned with business goals. 
• Leadership & Collaboration:
  
  • Able to work cross-functionally – partnering with sales leaders, delivery project managers, contracting/legal, finance, and partner management offices.
  • Required communication and stakeholder management skills, to represent partner interests in internal forums and to represent Microsoft’s interests in tough partner negotiations. 
• Results & Performance Orientation:
  • Data-oriented and outcome-focused, with experience setting and measuring KPIs.
  • Experience in using dashboards and scorecards to monitor partner performance (e.g. delivery quality, on-time delivery, customer satisfaction, consumption metrics) and to hold partners (and internal teams) accountable.
  • Ability to drive growth metrics (revenue, consumption) through programmatic initiatives or business development efforts.