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Overview
The company 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 the company’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 the company Technologies. We are seeking an Industry Solutions Delivery Area/Organizational Unit Partner Commercial Lead.
In this role, you will execute the Industry Solutions Delivery (ISD) partner strategy for your Area/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 the company engages the right partners, structures the right commercials, and drives strong delivery performance at scale, positively impacting the ISD Area/OU key business metrics. Your role is pivotal in marrying the company’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 – from initial contract through steady-state delivery – the Partner Commercial Lead ensures that ISD’s engagements with partners are strategic, efficient, and ultimately drive significant business impact for the company.
The company’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.
Responsibilities
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.
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.
Drive Cloud Growth via Partners
- Align every partner engagement with the company’s cloud growth ambitions. 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)
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business, Operations, Finance, or related field AND experience in enterprise technology 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, with demonstrated ability to develop complex commercial terms that balance risk and value.
- Emirati National holding UAE Family Book.
- You must be legally authorised to work in UAE to be eligible for this role. (Legally authorised = has citizenship or has been granted a valid visa or work permit) for your employment with the company and the country where you work.
Additional Or Preferred Qualifications
- Master's Degree in Business, Operations, Finance, or related field AND experience in program management, process management, or process improvement
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
