Senior Director Business Development - Major Accounts Services

ADP is seeking a Senior Director of Business Development within Major Accounts Services to shape and scale strategic distribution channels. This role identifies, evaluates, and grows partnerships across the full alliance lifecycle, building multi-channel go-to-market plans that expand market reach and create new revenue opportunities. Based in Norfolk, VA, the position works hybrid with 3 days minimum in the local office and 2 days at home (remote-only consideration applies if you live near no ADP office).

What you’ll do

• Source and develop distribution channels, including referral, reseller, and strategic alliance opportunities, to expand existing coverage, complement current offerings, and support entry into adjacent markets.
• Own a comprehensive multi-channel business development strategy aligned to broader organizational growth and sales objectives.
• Create data-driven business cases covering market potential, strategic fit, commercial value, investment requirements, risks, and anticipated returns.
• Partner with sales and business leadership to define the Major Account Services sales component of the strategic plan, including target markets, organizations, and priority partnership opportunities.
• Lead the end-to-end strategic partnership lifecycle, from initial identification and evaluation through negotiation, launch, enablement, performance management, and long-term growth.
• Act as the primary business development coordination point between Major Account Services, prospective partners, existing channel leaders, and internal stakeholders throughout due diligence and partnership development.
• Drive complex partnership negotiations including commercial terms, pricing, rules of engagement, sales targets, service and support expectations, marketing commitments, and governance structures.
• Build relationships with senior partner leaders to align priorities, strengthen collaboration, and position partnerships for sustainable growth.
• Develop go-to-market strategies for new distribution channels, while partnering with channel leaders to improve and expand existing channels.
• Coordinate launch and scaling activities across implementation, integration, sales enablement, marketing communications, and business plans needed for partner channel success.
• Collaborate with cross-functional teams across Sales, Marketing, Product, Technology, Operations, Finance, Legal, and others to support successful execution.
• Set objectives, performance expectations, and success measures for new partner channels and identify opportunities to accelerate growth and improve business outcomes.
• Provide strategic recommendations to senior leadership on emerging markets, prospective partners, channel opportunities, competitive considerations, and investment areas.
• Lead complex cross-functional initiatives in a matrixed environment, maintaining alignment among internal stakeholders and external partners.
• Anticipate and resolve channel conflicts, partnership challenges, and execution barriers while protecting organizational objectives.
• Champion new ideas to drive revenue, strengthen distribution, and improve competitive positioning.

What you bring

• 12+ years of progressive experience in sales, marketing, business development, strategic partnerships, channel development, or a related discipline.
• Experience leading sales operations and go-to-market functions.
• Proven ability to perform quantitative research and build business cases for major investments.
• Experience in sales, new business development, alliances, and partnerships with “C” level executives.
• Ideal background includes leading change and creating a collaborative environment.
• Exceptional executive-level written, verbal, presentation, and relationship-management skills.
• Strong interpersonal skills to manage diverse resources in a matrix environment with consistent follow-through.
• Extensive experience building and growing strategic alliances and partner programs in a B2B environment.
• Demonstrated experience developing and executing business development and go-to-market strategies.
• Proven ability to lead complex commercial negotiations and structure strategic partnership agreements.
• Ability to develop persuasive, analytically supported business cases and translate strategy into executable business plans.
• A college degree is preferred but not required.

Benefits

• Medical, Dental, Vision
• Life Insurance
• Matched Retirement Savings
• Wellness Program
• Short-and Long-Term Disability
• Charitable Contribution Match
• Holidays
• Personal Days & Vacation
• Paid Volunteer Time Off
• Company-paid time off for volunteering for causes you care about
• Ongoing training, development, and mentorship opportunities

Leadership priorities (bonus points)

• Strategic Thinking & Planning for assessing opportunities, prioritizing segments, anticipating business needs, and turning strategy into actionable growth plans.
• Negotiation & Influence to shape outcomes with internal and external senior stakeholders and negotiate complex terms.
• Executive Leadership to drive alignment across a matrixed organization and provide strategic direction.
• Business & Financial Acumen to evaluate opportunities through strategic and financial lenses.
• Creative Problem Solving to find mutually beneficial options.
• Collaboration & Relationship Management across functions and organizations.
• Channel Management & Conflict Resolution while supporting broader business objectives.
• Program & Project Leadership to manage multiple initiatives and deliver on milestones.
• Communication & Executive Presence for clear strategy communication and senior credibility.
• Initiative & Results Orientation to move opportunities from concept through execution.

Working at ADP

• Culture centered on equity, inclusion, and belonging.
• Business Resource Groups to build global connections and networks.
• Career growth in an agile, dynamic environment.
• Training, development, and mentorship opportunities.
• Best-in-class benefits starting on Day 1 to support well-being.
• Support for mental health and well-being.
• A commitment to giving back and creating community impact.