Industry Solutions Delivery Area/ Organizational Unit Partner Commercial Lead

## About the role * Execute Partner Strategy: Lead execution of the ISD global partner strategy within a specific Area or OU by aligning partner engagement to business priorities, embedding the strategy into operating rhythms, and driving adoption across sales and delivery teams. Track progress through defined milestones, governance forums, and data-driven insights to ensure timely course correction and measurable results. * Lead Partner Selection: Serve as a trusted advisor during pursuits to recommend the right partner for the right work based on capability, capacity, past performance, risk, and compliance requirements. Ensure partner selection decisions are objective, well documented, and aligned to sourcing policies, including mini-RFP or RFx processes when required. * Own Commercials: Lead commercial structuring and negotiations with selected partners prior to deal closure, including scope, pricing, milestones, SLAs, and contract flow-down requirements. Ensure partner agreements protect margin, align to customer commitments, and create the right incentives for delivery quality, compliance, and commercial cloud growth outcomes. * Drive Partner Performance: Act as the single point of accountability for partner performance across the Area/OU portfolio. Monitor delivery quality, timeliness, compliance, and business KPIs; run regular performance reviews; lead remediation and escalation where needed; and increase opportunity with high-performing partners while addressing chronic underperformance. * Strengthen Governance and Ecosystem Health: Maintain disciplined governance across onboarding exceptions, rate adherence, compliance, and partner lifecycle decisions. Partner with central teams to improve tools, reporting, and processes that support a high quality, curated ecosystem of strategic partners. * Enable Cross Functional Execution: Collaborate closely with sales, delivery, legal, procurement, and strategy and performance team to remove blockers, improve decision quality, and create a consistent end-to-end partner engagement model across the region. * Partner with key stakeholders: Act as a trusted commercial partner across all aspects of ISD sales and delivery with partners, working closely with ADL, the OU Leader, and their leadership teams to maximise impact against key Area and OU business metrics. Build strong alignment with CE&S and GPS partner organisations to drive consistency, amplify impact, and share best practices across regions. * Work with deal teams to embed consumption-focused incentives and/or 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. * Other: Embody our culture and values. ## Requirements * Bachelor's Degree in Business, Operations, Finance, or related field AND 8+ years experience in enterprise technology partner management, consulting, or outsourcing roles OR equivalent experience. * Master's Degree in Business, Operations, Finance, or related field AND 12+ years experience in enterprise technology partner management, consulting, or outsourcing roles. * Proven experience structuring large subcontractor agreements or strategic alliances and managing partner performance at scale. * Well-developed negotiation and contract management skills, with demonstrated ability to develop complex commercial terms that balance risk and value. * Deep understanding of commercial models (e.g., time and materials, fixed price, outcome-based) and ability to apply them effectively to drive business outcomes. * Experience with financial analysis and pricing strategies to support profitable partner-engaged deals and achieve gross margin objectives. * Ability to translate partner strategy into execution, make data-driven decisions on partner engagement, and collaborate cross-functionally with sales, delivery, legal, and partner teams.