Business Development Lead, Cloud & AI

What You'll Do

Alliance 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