Role OverviewHarvey's competitive moat deepens every time we tighten our integration with the platforms at the cutting edge of AI. The cloud hyperscalers and frontier AI labs are unique players in our space - they are simultaneously distribution partners, co-development collaborators, co-investment vehicles, and co-marketing amplifiers. We need a leader who understands how to work these relationships across every dimension and turn them into durable, compounding advantages for Harvey.
As Business Development Lead, Cloud & AI, you will own Harvey's relationships with the major cloud providers (AWS, Microsoft/Azure) and AI labs - driving joint go-to-market, co-product development, co-investment, and co-marketing initiatives. You will manage a team of dedicated partner managers and work cross-functionally with Product, Engineering, Marketing, and Sales to ensure these alliances deliver outsized commercial and strategic value.
What You'll DoAlliance Strategy & Relationship Management- Define and execute Harvey's cloud and AI alliance strategy, ensuring alignment with company-wide product and growth priorities
- Own the executive-level relationships with key cloud providers (AWS, Microsoft) and AI labs; serve as the primary point of contact for joint planning and escalation
- Develop and maintain joint business plans with each strategic partner, with clear objectives around pipeline, revenue, product integration, and brand amplification
- Track competitive dynamics across the cloud/AI ecosystem and advise leadership on partnership opportunities and threats
Co-Product Development & Integration- Partner with Harvey's Product and Engineering teams to drive technical integrations, joint solution development, and marketplace listings with cloud and AI partners
- Identify and advance co-investment opportunities - credits programs, joint development funds, and strategic investment vehicles that strengthen Harvey's position
- Ensure Harvey maximizes its standing in partner programs (e.g., AWS ISV Accelerate, Microsoft ISV Success) to unlock technical resources, funding, and GTM support
Co-Marketing & Co-Selling- Build and execute joint marketing programs with cloud and AI partners - case studies, webinars, events, analyst engagements, and co-branded content
- Drive co-selling motions with cloud partner sales teams, creating alignment between their field sellers and Harvey's direct sales organization
- Develop incentive structures and deal registration workflows that make it easy for partner field teams to bring Harvey into their accounts
Team Leadership & Scaling- Recruit, develop, and retain a team of dedicated partner managers (Microsoft, AI Labs, AWS); set clear goals and create a culture of ownership and strategic thinking
- Build repeatable frameworks for managing complex, multi-dimensional technology alliances
- Represent cloud and AI partners internally - ensuring their roadmaps, programs, and incentives are factored into Harvey's product and GTM planning
- Provide regular reporting to leadership on alliance health, co-sell pipeline, and strategic program milestones
What You Have- 7-10+ years of experience in technology alliances, cloud partnerships, or strategic business development within enterprise SaaS, AI/ML, or platform ecosystems
- Proven track record of managing multi-dimensional partnerships with cloud hyperscalers (AWS, Azure/Microsoft, GCP) or AI labs - across co-sell, co-build, and co-market motions
- Strong technical fluency: you can engage credibly with product and engineering teams on integration architecture, API strategy, and platform capabilities
- Experience managing and developing teams of 3-5+ across alliance management and partner development functions
- Strong executive presence with the ability to build trusted relationships with VP+ stakeholders at major technology companies
- Analytical rigor - you are comfortable defining KPIs, building business cases for partnership investments, and using data to drive decisions
- Startup sensibility: you thrive in ambiguity, move fast, and are comfortable building alliance programs from scratch in a high-growth environment
Compensation$240,000-$360,000 70/30 OTE
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