Director Business Value Services

Job Posting About the Role

Wolters Kluwer is building a Business Value Services (BVS) capability to position the company as a value-led partner, not just a software provider. The Director of Business Value Services (BVS) for Tax & Accounting (TAA) is a senior individual contributor responsible for driving value-based selling and business case rigor across the TAA division. This is a high-impact, client-facing role focused on supporting large, complex deals by articulating and quantifying the financial and strategic value of Wolters Kluwer solutions.

The role combines top-tier consulting problem solving with enterprise SaaS commercial execution.

• Partner with Sales on top TAA accounts and largest opportunities
• Shape deal strategy to maximize ACV/TCV and win probability
• Act as a trusted advisor to account teams and senior customer stakeholders
• Support negotiation strategy and value-based pricing
• Build robust, data-driven business cases for strategic deals (Business Case Development & Value Engineering)
• Quantify customer impact across Revenue growth, Cost optimization, Productivity and automation gains, Risk mitigation and compliance
• Translate WK TAA solutions into clear financial and operational outcomes
• Develop and deliver C-level narratives (CFO, Head of Tax, Head of Accounting, CIO) and lead executive discussions on investment rationale, ROI and payback, strategic impact; align finance, tax, accounting, and IT stakeholders
• Identify and remove barriers to closing (urgency, budget, stakeholder alignment), improve win rates, deal velocity, and pipeline conversion, and support account planning and growth strategy (Deal Acceleration & Pipeline Impact)
• Equip sales teams with value-based proposals (VSPs), ROI models and financial tools, messaging frameworks, and coach teams on value-based selling (Value Selling Enablement)

• Increase in average deal size (ACV/TCV)
• Improved win rates on strategic deals
• Reduction in sales cycle length
• Measurable impact on pipeline conversion
• Adoption of value-based selling across TAA

• Experience 10-15+ years of experience in:
  Top-tier consulting (McKinsey, BCG, Bain) and/or Enterprise SaaS / Fin Tech / Tax & Accounting software
• Proven track record in:
  Business case development / value engineering Supporting complex enterprise deals C-level stakeholder engagement
• Tax & Accounting Domain Experience (Valued but not required) Candidates that have direct experience in the Tax & Accounting domain would be valued but not required, including:
  Industry Exposure Experience working with one or more of:
  Corporate tax departments (large enterprises) Accounting firms (Big 4, mid-market, or large regional firms) Finance / controllership organizations
• Strong understanding of tax and accounting operating models Domain Knowledge Valued but not Required Familiarity with:
  Tax workflows (direct tax, indirect tax, provision, compliance) Financial close and reporting processes Audit and regulatory requirements Workflow automation and digital transformation in finance/tax Understanding of key trends:
  Increasing regulatory complexity Talent shortages in tax and accounting Shift toward automation and AI-driven workflows Financial & Operational Value Drivers Ability to build business cases tied to:
  Productivity and efficiency gains (automation, workflow optimization) Cost reduction and operating leverage Risk reduction and compliance improvements Faster close cycles and improved reporting accuracy Understanding of: ROI from software and workflow transformation Cost of manual processes and inefficiencies
• Customer Engagement Experience engaging with: CFOs, Controllers, Heads of Tax, Heads of Accounting, CIOs Ability to navigate multi-stakeholder buying processes across finance, tax, and IT
• Preferred / Nice to Have Experience working with or advising:
  Private Equity firms (e.g., portfolio company value creation, diligence support) Professional Services firms (e.g., consulting, audit, tax advisory, outsourcing providers) Exposure to:
  Value creation initiatives across PE portfolio companies Operational improvement and finance/tax transformation programs Familiarity with how PE-backed companies evaluate: ROI, payback periods, and transformation investments
• Capabilities Strong financial modeling and ROI expertise Exceptional structured problem solving Executive-level communication and storytelling Ability to operate independently in high-ambiguity environments Experience in complex, enterprise sales…