Original listing text, shown exactly as published by the company.
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
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