Regional Partner Commercial Leader - Industry Solutions Delivery (Americas)

Industry Solutions Delivery (ISD) is a global organization of over 8,000 strategic sellers, industry experts, elite engineers, architects and consultants, working together to bring Microsoft’s mission of empowerment – and cutting-edge technology - to life for the world’s most influential customers.     As a Regional Partner Commercial Leader - Industry Solutions Delivery (Americas)  you will own the end-to-end commercial engagement with delivery partners in your region. Reporting to the ISD Partner Leader, this role drives Microsoft’s FY26 ISD partner strategy at the regional level – managing partner utilization and accelerating commercial cloud growth  through effective partner selection, contracting, negotiating and performance management. You will lead a team of Partner Commercial Individual Contributors and work cross-functionally with sales and delivery teams to build a high-performing, curated partner ecosystem that delivers customer success while meeting ISD’s profitability and growth targets.   Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees 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.

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,