Industry Solutions Delivery Area/ Organizational Unit PartnerCommercialLead

Microsoft Industry Solutions Delivery (ISD) is a global organization hosting over 7,000 strategic sellers, industry and security experts, elite engineers, world-class data scientists and architects, consultants, and delivery specialists. Together with our partners, we help Microsoft's most strategic customers worldwide to address their specific challenges and provide comprehensive and industry-specific solutions that meet their unique needs.

Our organization is at the forefront of innovation, driving value across the entirety of the customers' digital and AI transformation journey through repeatable and customized innovative solutions powered by Microsoft Technologies.

We are seeking anIndustry Solutions Delivery Area/Organizational Unit Partner Commercial Lead. In this role, you willexecutetheIndustry Solutions Delivery (ISD)partner strategy for yourArea/Organizational Unit (OU), turning strategic priorities into structured operating rhythms, clear governance, and measurable business outcomes. You will work across sales and delivery motions, with partners and stakeholders to ensure Microsoft engages the right partners, structures the right commercials, and drives strong delivery performance at scale, positivelyimpactingthe ISD Area/OU key business metrics.

Your role is pivotal in marrying Microsoft's delivery capabilities with an empowered partner network to accelerate cloud consumption and customer success.You will bring deep experience in partner management within a consulting services environment, commercial deal structuring, and performance governance within a complex services or technology environment.By expertly managing partner collaborations - frominitialcontract through steady-state delivery - the Partner Commercial Lead ensures that ISD's engagements with partners are strategic, efficient, andultimately drivesignificant business impact for Microsoft.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. Asemployees,we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

• Execute Partner Strategy:Lead execution of theISDglobalpartner strategywithin a specific Area or OUby 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 ensuretimelycourse 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.Ensurepartner selection decisions are objective, well documented, and aligned to sourcing policies, including mini-RFP or RFx processes whenrequired.

• 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, andcommercial cloud growthoutcomes.

• Drive Partner Performance:Act as the single point of accountability for partner performance across theArea/OUportfolio. 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:Maintaindisciplined governance across onboarding exceptions, rate adherence, compliance, and partner lifecycle decisions. Partner with central teams to improve tools, reporting, and processes that support a highquality, curated ecosystem of strategic partners.

• Enable CrossFunctional 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 atrusted commercial partneracross all aspects of ISD sales and delivery with partners, working closely with ADL, the OU Leader, and theirleadershipteamsto 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.

• 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/oroutcome-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 ourcultureandvalues.

Required/minimum qualifications

• 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.

Additional or preferred qualifications

• Master's Degree in Business, Operations, Finance, or related field AND 12+years experienceinenterprise technology partner management, consulting, or outsourcing roles

• • ORBachelor's Degree in Business, Operations, Finance, or related field AND 15+years experienceinenterprisetechnology partner management, consulting, or outsourcing roles

• • OR equivalent experience.

• Proven experience structuring large subcontractor agreements or strategic alliances and managing partner performance at scale.

• Well-developed negotiation and contract management skills, withdemonstratedability 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 marginobjectives.

• 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.