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Business Development Manager, Cloud & AI

Harvey· Business Development
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Hybrid (San Francisco)$159.4k - $219.3kFull-timePosted 5d ago

About the role

Role focused on building and managing partnerships across cloud hyperscalers, frontier AI labs, inference providers, data suppliers, and open source ecosystems. Combines strategic partnership development with hands-on execution in co-selling, co-development, and co-marketing to drive mutual growth and scalable programs.

Responsibilities

  • Serve as a go-to resource for multiple cloud, frontier lab, and inference & data partners, acting as a consistent point of contact across internal and external teams
  • Run regular partner business reviews and joint planning sessions, including quarterly goal setting and executive involvement
  • Support commercial negotiations, including business case development and deal structuring, working closely with Finance, Product, and Research through to signature
  • Track partner activity, program performance, and progress against joint plans, and provide clear updates to stakeholders
  • Run the co-sell motion with select partners: design plays that build momentum with field teams (account mapping, deal registration, pipeline reviews, and alignment with Harvey's sales org)
  • Activate and operate Harvey's presence on commercial cloud marketplaces, including listings, private offers, and the operational workflows behind them
  • Support Harvey's sales team on individual partner-supported opportunities by bringing in the right partner contacts, unlocking partner resources, and clearing blockers
  • Build enablement materials for both sides: partner-facing Harvey narratives, and internal guides on how to sell with each partner
  • Coordinate joint technical programs with partners, connecting Harvey's Research and Product teams with their counterparts and keeping feedback moving in both directions
  • Support product launch co-announcements, lining up timing, messaging, and approvals across Harvey Marketing and partner communications teams
  • Launch joint marketing programs with partners: case studies, webinars, events, and co-branded content
  • Maximize Harvey's standing in partner programs to unlock funding, technical resources, and go-to-market support
  • Contribute to the operational foundation of the team, including portfolio tracking, partner plans, pipeline reporting, and regular reporting cadences with leadership
  • Develop repeatable processes and internal frameworks for how partnerships are evaluated, launched, and reviewed, so that programs stay scalable as the team grows
  • Keep internal teams across Sales, Product, Research, Marketing, and Finance current on partner activity through regular updates and business reviews
  • Take on new scope as the partner portfolio and the team expand over time

Qualifications

  • 5+ years of professional experience in partnerships, alliances, sales, business development or corporate development, ideally at a high-growth company where programs were in their infancy and the partner motion was still being built
  • Experience structuring or managing complex alliances or partnerships, including commercial negotiations
  • Experience or knowledge of commercial marketplaces, including listings, private offers, and deal transaction mechanics
  • Track record of sourcing or influencing revenue through partner channels, ideally with ownership of a pipeline or revenue target
  • Experience across co-selling, co-marketing, and co-development, with a feel for the nuanced dynamics of partners who are suppliers, channels, and product enablers
  • Understanding of the AI ecosystem: the major cloud providers and frontier labs, how models are served and priced, and the emerging players across each market
  • Strong program management skills, including the ability to manage multiple workstreams, establish clear owners and timelines, and lead initial ideation through execution
  • Excellent written and verbal communication skills with the ability to synthesize complex information and communicate clear recommendations to executives
  • Comfort with ambiguity and a bias toward building when there's no existing process to follow, and the ability to influence without authority across teams

Skills

Required:Partnerships strategy and managementCo-selling & co-marketingCommercial negotiationsMarketplaces and deal transactions

Benefits

  • Comprehensive health, dental and vision coverage
  • retirement benefits (401k match up to 4%)
  • flexible PTO
Last updated Oct 22, 2026. Interested? Apply on the company site.
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