Senior Director, Business Development is responsible for identifying, evaluating, developing, and growing strategic distribution channels within Major Account Services. This role leads the development and execution of multi-channel growth strategies designed to expand market reach, enhance product and service distribution, and create new revenue opportunities.
In this role, you will own the full strategic alliance and partnership lifecycle, including partner identification and evaluation, business case development, due diligence, contract negotiation, technical enablement, go-to-market planning, sales enablement, launch, and ongoing growth.
Serving as a key strategic partner to senior leadership and cross-functional stakeholders, the
Sr. Director will identify opportunities to expand existing distribution channels, enter adjacent markets, and develop mutually beneficial partnerships that support long-term business objectives..
WHAT YOU'LL DO:Responsibilities
Business Development & Growth Strategy- Identify, evaluate, and develop new distribution channels, including referral, reseller, and strategic alliance opportunities, that expand existing market coverage, complement current offerings, and create opportunities to enter adjacent markets.
- Develop and execute a comprehensive multi-channel business development strategy aligned with the organization's broader growth and sales objectives.
- Build compelling, data-driven business cases for proposed business development opportunities, including market potential, strategic alignment, commercial value, investment requirements, risks, and anticipated returns.
- Partner with sales and business leaders to develop the Major Account Services sales component of the strategic plan, identifying and prioritizing target markets, organizations, and partnership opportunities.
Strategic Partnerships & Alliances- Lead the end-to-end strategic partnership lifecycle, from initial identification and evaluation through negotiation, launch, enablement, performance management, and long-term growth.
- Serve as the primary business development leader and point of coordination between Major Account Services, prospective partners, existing channel leaders, and internal stakeholders throughout the due diligence and partnership development process.
- Lead negotiations for new strategic partnerships, including commercial terms, pricing, rules of engagement, sales targets, service and support expectations, marketing commitments, and governance structures.
- Build strong relationships with senior leaders and decision-makers within partner organizations to establish alignment, strengthen collaboration, and position partnerships for sustainable growth.
Go-to-Market & Partner Enablement- Develop and implement go-to-market strategies for new distribution channels while partnering with channel leaders to continuously improve and expand existing channels.
- Lead the development and coordination of implementation, integration, sales enablement, marketing communications, and business plans required to successfully launch and scale new partner channels.
- Collaborate across Sales, Marketing, Product, Technology, Operations, Finance, Legal, and other key functions to ensure successful partnership execution.
- Establish clear objectives, performance expectations, and success measures for new partner channels and proactively identify opportunities to accelerate growth and improve business results.
Executive Leadership & Cross-Functional Influence- Provide strategic recommendations to senior leadership regarding emerging markets, prospective partners, channel opportunities, competitive considerations, and potential areas of investment.
- Lead complex, cross-functional initiatives in a matrixed environment, ensuring alignment among internal stakeholders and external partners.
- Anticipate and resolve channel conflicts, partnership challenges, and barriers to execution while maintaining strong relationships and protecting organizational objectives.
- Champion new ideas and proactively identify innovative opportunities to drive revenue, expand distribution, and strengthen the organization's competitive position.
TO SUCCEED IN THIS ROLE:Requirements
- Hybrid working arrangement - 3 days minimum in the local office and 2 days at home. You will only be considered remote should you not live near an actual ADP office.
- 12+ years of progressive experience in sales, marketing, business development, strategic partnerships, channel development, or a related discipline.
- Previous experience leading sales operations and go to market functions
- Proven proficiency in designing and performing quantitative research and developing business cases for major investments
- Requires experience in sales, new business development, alliances, and partnership with "C" level executives
- Ideal candidate will have experience in leading change and creating a collaborative environment
- Exceptional executive-level written, verbal, presentation, and relationship-management skills.
- Excellent interpersonal skills; able to manage diverse resources within a matrix environment toward the achievement of the common objective
- Outstanding mental discipline: a thorough, analytical, detail-oriented person with excellent and consistent follow-through
- Extensive experience building and growing strategic alliances and partner programs within a business-to-business environment.
- Demonstrated experience developing and executing business development and go-to-market strategies.
- Proven ability to lead complex commercial negotiations and successfully structure strategic partnership agreements.
- Demonstrated ability to develop persuasive, analytically supported business cases and translate strategy into executable business plans.
A college degree is preferred but not required. What's more important is having the skills to do the job. Other acceptable experiences could include:- Experience noted above, OR
- Military experience where skills including teamwork, adaptability, organization, and follow-through will help you build team and client relationships, identify solutions, and achieve success.
BONUS POINTS FOR THESE: Preference will be given to candidates who have the following:
- Leadership Competencies
- The successful candidate will demonstrate strength in the following areas:
- Strategic Thinking & Planning
- Ability to assess market opportunities, prioritize target segments and organizations, anticipate business needs, and translate long-term strategy into actionable growth plans.
- Negotiation & Influence
- Strong ability to influence internal and external senior stakeholders, establish mutually beneficial relationships, and negotiate complex commercial and partnership terms.
- Executive Leadership
- Demonstrated ability to lead through influence, drive alignment across a matrixed organization, and provide strategic direction to cross-functional teams.
- Business & Financial Acumen
- Ability to evaluate opportunities through both a strategic and financial lens and develop compelling, data-driven business cases that support investment decisions.
- Creative Problem Solving
- Ability to identify innovative, mutually beneficial solutions that create value for both the organization and its strategic partners.
- Collaboration & Relationship Management
- Builds trusted relationships across functions and organizations and effectively engage stakeholders at multiple levels to achieve shared objectives.
- Channel Management & Conflict Resolution
- Effectively navigates competing priorities and channel dynamics while resolving issues in a manner that supports broader business objectives.
- Program & Project Leadership
- Successfully manages multiple complex initiatives simultaneously, maintaining accountability for milestones, deliverables, stakeholder alignment, and business outcomes.
- Communication & Executive Presence
- Communicates complex strategies clearly and persuasively and demonstrates strong presentation skills and credibility with senior executives and external partners.
- Initiative & Results Orientation
- Proactively identifies new opportunities for revenue growth and takes ownership for moving opportunities from concept through execution and measurable business results.
YOU'LL LOVE WORKING HERE BECAUSE YOU CAN:- Be yourself in a culture that values equity, inclusion, and belonging and creates a safe space for diverse perspectives and insights.
- Belong by joining one of our Business Resource Groups where you can connect globally with networks and allies who share common interests and experiences.
- Grow your career in an agile, dynamic environment with plenty of opportunities to progress.
- Continuously learn through ongoing training, development, and mentorship opportunities.
- Be your healthiest. Best-in-class benefits start on Day 1 because healthy associates are happy ones.
- Focus on your mental health and well-being. We are here to provide exceptional service to our clients, and none of that happens without each of us taking care of ourselves and being there for one another.
- Join a company committed to giving back and generating a lasting, positive impact upon the communities in which we work and live.
- Get paid to pay it forward. Company-paid time off for volunteering for causes you care about.
What are you waiting for?
Apply today! 
