ISD Partner Commercial Lead - UAE

About the Role
In the company Industry Solutions Delivery (ISD) organization, we specialize in delivering comprehensive and industry-specific solutions to meet the unique challenges of our most strategic customers worldwide. As the Industry Solutions Delivery Area/Organizational Unit Partner Commercial Lead, you will be instrumental in executing the ISD partner strategy for your designated Area/Organizational Unit (OU). Your objective will be to transform strategic priorities into structured operating rhythms, clear governance, and measurable business outcomes.

You will collaborate across sales and delivery motions, engaging with partners and stakeholders to ensure that the company targets the right partners and establishes effective commercial arrangements, ultimately driving strong delivery performance that positively impacts ISD Area/OU key business metrics. Your expertise in partner management within a consulting services environment, commercial deal structuring, and performance governance will play a vital role in aligning our partner network with the company’s delivery capabilities to accelerate cloud consumption and enhance customer success. This role is crucial in ensuring that all engagements with partners are strategic and drive significant business impact for the company.

Responsibilities

Execute Partner Strategy

• Lead the execution of the ISD global partner strategy within a specific Area or OU, ensuring alignment between partner engagement and business priorities.
• Embed the strategy into operating rhythms and promote adoption across sales and delivery teams.
• Track progress through defined milestones, governance forums, and data-driven insights to ensure timely course corrections and measurable results.

Lead Partner Selection

• Serve as a trusted advisor during pursuit processes, matching the right partner to the right work based on capability, capacity, past performance, risk, and compliance requirements.
• Ensure partner selection decisions are documented and aligned to sourcing policies, including mini-RFP or RFx processes where necessary.

Own Commercials

• Lead the structuring and negotiations of commercial agreements with selected partners ahead of deal closure, including scope, pricing, milestones, SLAs, and contract flow-down requirements.
• Ensure partner agreements protect margin, align with customer commitments, and create incentives for quality delivery, 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, conduct regular performance reviews, and lead remediation and escalation when necessary.
• Increase opportunities with high-performing partners while addressing chronic underperformance.

Partner with Key Stakeholders

• Act as a trusted commercial partner, collaborating with ISD sales and delivery teams, Area Leaders, and their leadership teams to maximize impact against key Area and OU business metrics.
• Build strong alignment with CE&S and GPS partner organizations to drive consistency and amplify impact, sharing best practices across regions.

Drive Cloud Growth via Partners

• Ensure every partner engagement aligns with the company’s cloud growth ambitions.
• Work with deal teams to integrate consumption-focused incentives and/or outcome-based elements into partner contracts, motivating partners to expedite project delivery and drive Azure usage (e.g., milestone bonuses linked to cloud adoption).

Qualifications

Required/Minimum Qualifications

• Bachelor’s Degree in Business, Operations, Finance, or a related field AND experience in enterprise technology partner management, consulting, or outsourcing roles OR equivalent experience.
• Proven experience in structuring large subcontractor agreements or strategic alliances, along with managing partner performance at scale.
• Well-developed negotiation and contract management skills, with a demonstrated ability to create complex commercial terms that balance risk and value.
• Emirati National holding UAE Family Book.
• Must be legally authorized to work in the UAE to be eligible for this role (legally authorized = have citizenship or a valid visa or work permit).

Additional or Preferred Qualifications

• Master’s Degree in Business, Operations, Finance, or a related field AND experience in program management, process management, or process improvement.

This position will be open for a minimum of 5 days, and applications will be accepted on an ongoing basis until the position is filled.

The company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations, and ordinances.