Regional Partner Commercial Leader - Industry Solutions Delivery (Americas)

Microsoft•,

2d•$140,500 - $288,000

About The Position

The Regional Partner Commercial Leader for Industry Solutions Delivery (ISD) in the Americas owns end-to-end commercial engagement with delivery partners across the region and drives Microsoft’s FY26 ISD partner strategy. The role manages partner utilization and accelerates commercial cloud growth through partner selection, contracting, negotiation, and performance management. It leads a team of Partner Commercial individual contributors and works across sales and delivery teams to build a curated, high-performing partner ecosystem that supports customer success and ISD’s profitability and growth targets. The position serves as a regional expert on partner engagement during deal pursuits, negotiating partner scope, pricing, and contract terms and ensuring subcontractor agreements align with customer requirements and sourcing governance. After sale, it oversees partner performance across regional ISD engagements, conducts executive reviews, addresses underperformance, manages commercial issues, and promotes successful partners. It also embeds cloud-consumption incentives in partner agreements, tracks Azure Consumption Revenue, and executes a selective partner strategy in coordination with Partner Operations, Compliance, and regional leadership. The leader manages and mentors regional Partner Commercial ICs, sets objectives, uses performance data to guide decisions, and collaborates with sales, solutioning, delivery management, and central operations teams. Microsoft describes its culture as centered on a growth mindset, innovation, collaboration, respect, integrity, accountability, and inclusion.

Requirements

Bachelor’s degree in Business, Operations, Finance, or a related field and 8+ years of program management experience, or equivalent experience.
6+ years of management experience, such as people, project, process, vendor, or change management.
Required negotiation and contract-management skills, including the ability to craft complex deal terms that balance risk and reward.
Understanding of commercial models such as time-and-materials, fixed-price, and outcome-based, and how to apply them to achieve desired outcomes.
Financial analysis and pricing-strategy skills, including ensuring gross-margin objectives are met in partner-engaged deals.
Ability to translate high-level partner strategy into operational execution.
Experience optimizing a partner ecosystem, including selecting global versus local partners, leveraging economies of scale, and implementing compliance governance.
Ability to make data-driven decisions about partner usage in alignment with business goals.
Ability to work cross-functionally with sales leaders, delivery project managers, contracting and legal, finance, and partner management offices.
Required communication and stakeholder-management skills, including representing partner interests internally and Microsoft’s interests in partner negotiations.
Data-oriented, outcome-focused approach and experience setting and measuring KPIs.
Experience using dashboards and scorecards to monitor partner performance and hold partners and internal teams accountable.
Ability to drive revenue or consumption growth through programmatic initiatives or business-development efforts.

Nice To Haves

Master’s degree in Business, Operations, Finance, or a related field and 12+ years of program management experience, or a bachelor’s degree in a related field and 15+ years of program management experience, or equivalent experience.
8+ years of people-management experience.
10+ years in enterprise technology partner management, consulting, or outsourcing roles.
Experience structuring large subcontractor agreements or alliances and managing vendor or partner performance at scale.
Experience with cloud services; familiarity with Microsoft Azure and services businesses is a strong plus.

Responsibilities

Serve as the regional expert and impartial advisor on selecting partners for deal pursuits based on capability and capacity.
Lead negotiations with subcontractor partners on scope, pricing, and contract terms before deal closure.
Ensure subcontractor agreements reflect customer contract requirements, including milestones, SLAs, and terms-and-conditions flow-downs.
Uphold compliant sourcing processes, including mini-RFPs among vetted partners when required.
Oversee partner delivery outcomes and partner scorecard KPIs across regional ISD engagements.
Conduct regular partner performance checkpoints and executive reviews.
Develop remediation plans and escalate partner underperformance; recognize and champion high-performing partners.
Manage post-sale commercial matters, including rate-card adjustments and commercial issues based on performance and market benchmarks.
Align partner engagements with Microsoft’s cloud-growth ambitions and embed consumption-focused incentives and outcome-based terms in partner contracts.
Track and maximize Azure Consumption Revenue generated by partner-led projects, intervene when consumption lags, and replicate effective practices.
Execute the FY26 ISD Partner Strategy by focusing investments on a selective set of trusted, high-performing partners.
Rationalize the long tail of vendors by promoting approved strategic partners and enforcing exception processes for new or unvetted suppliers.
Coordinate with Partner Operations and Compliance to onboard and manage partners according to global standards and processes.
Collaborate with the ISD Partner Leader and other regional Partner Commercial Leads to share learnings and refine commercial frameworks, including rate cards, templates, and incentive models.
Manage and mentor a regional team of Partner Commercial individual contributors, provide direction, and ensure consistency in their support of deals and projects.
Set team objectives for partner deal structuring and delivery oversight.
Foster data-driven decision-making using partner performance metrics, Partner Value Index scores, and consumption dashboards.
Coordinate with sales, solutioning, delivery management, and central Partner Operations and Compliance leaders to remove blockers and improve partner engagement processes.
Embody Microsoft’s culture and values.