Senior Director Business Development - Major Accounts Services

As Senior Director, Business Development, you will identify and grow strategic distribution channels for Major Account Services. You'll shape multi-channel growth strategies and drive revenue opportunities through partnerships and alliances. You'll own the partner lifecycle from evaluation to enablement and long-term expansion, collaborating with senior leaders and cross-functional teams. You'll influence strategic decisions, enter adjacent markets, and scale partnerships to support long-term objectives. This is a high-impact role for shaping ADP's distribution and revenue growth.

• Day 1 benefits
• Mentorship opportunities
• Career growth in agile environment
• Mental health focus
• Volunteer time off
• Inclusive culture

• Identify and develop new distribution channels (referral, reseller, strategic alliances) to expand market coverage and adjacent-market entry.
• Design and execute a comprehensive multi-channel business development strategy aligned with growth and sales objectives.
• Build data-driven business cases covering market potential, value, investment needs, risks, and returns.
• Collaborate with sales and business leaders to define target markets and partnership opportunities.
• Lead end-to-end strategic partnerships lifecycle: from identification and due diligence to negotiation, enablement, launch, and ongoing growth.
• Negotiate commercial terms, pricing, governance, and targets for new partnerships.
• Develop go-to-market plans and partner enablement, coordinating implementation, marketing, and sales plans.
• Collaborate with cross-functional teams to ensure successful partnership execution and define performance metrics.
• Provide strategic recommendations to senior leadership on markets, partners, and investment opportunities.
• Anticipate channel conflicts and drive initiatives to maximize revenue and distribution.

• 12+ years in sales, marketing, business development, or related field with channel development experience.
• Experience leading sales operations and go-to-market functions.
• Proven ability to build business cases and perform quantitative research for major investments.
• Experience selling and negotiating with C-level executives, alliances, and partnerships.
• Change leadership and collaboration in a matrix environment.
• Strong executive communication, relationship management, and stakeholder alignment.
• Demonstrated ability to lead complex commercial negotiations and structure partnership agreements.
• College degree preferred but not required.

• Executive-level communication
• Strategic thinking
• Collaborative relationship management
• Strategic partnerships
• Go-to-market strategy
• Channel development