Business Development Lead, Cloud & AI

Role Overview

The Business Development Lead, Cloud & AI role at Harvey is crucial for expanding our partnerships with leading cloud providers and AI labs. This position involves defining and executing alliance strategies, managing relationships with key partners, driving co-product development, and coordinating marketing efforts. It also includes recruiting, developing, and retaining a team of dedicated partner managers.

What You'll Do

• Define and execute Harvey's cloud and AI alliance strategy, aligning with company-wide product and growth priorities.
• Own 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, focusing on pipeline, revenue, product integration, and brand amplification.
• Track competitive dynamics across the cloud/AI ecosystem and advise leadership on partnership opportunities and threats.
• 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, such as credits programs, joint development funds, and strategic investment vehicles that strengthen Harvey's position.
• Ensure Harvey maximizes its standing in partner programs like AWS ISV Accelerate and Microsoft ISV Success to unlock technical resources, funding, and GTM support.
• Build and execute joint marketing programs with cloud and AI partners, including 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.
• Create incentive structures and deal registration workflows that make it easy for partner field teams to bring Harvey into their accounts.

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.
• A 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.
• An executive presence with the ability to build trusted relationships with VP+ stakeholders at major technology companies.
• An analytical rigor—comfortable defining KPIs, building business cases for partnership investments, and using data to drive decisions.
• A startup sensibility: thrive in ambiguity, move fast, and be comfortable building alliance programs from scratch in a high-growth environment.

Compensation

$240,000-$360,000 70/30 OTE

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Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing accommodations@harvey.ai.