Director, Business Value Services; BVS - Tax & Accounting

Position: Director, Business Value Services (BVS) - Tax & Accounting
Location EMEA or United States (Hybrid)

Reporting tp Vice President, Business Value Services (BVS)

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.

Key Responsibilities

Strategic Deal Engagement

* 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

Business Case Development & Value Engineering

Build robust, data-driven business cases for strategic deals.

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.

Executive Storytelling

Develop and deliver C-level narratives for:

* CFOs

* Heads of Tax

* Heads of Accounting

* CIOs

Lead executive discussions on:

* Investment rationale

* ROI and payback

* Strategic impact

Align finance, tax, accounting, and IT stakeholders.

Deal Acceleration & Pipeline Impact

* Identify and remove barriers to closing, including urgency, budget, and stakeholder alignment

* Improve win rates, deal velocity, and pipeline conversion

* Support account planning and growth strategy

Value Selling Enablement

Equip sales teams with:

* Value-based proposals (VSPs)

* ROI models and financial tools

* Messaging frameworks

Coach account teams on value-based selling.

Cross-Functional Collaboration

Partner closely with:

* Sales (pipeline, deal strategy)

* Product (value proposition alignment)

* Marketing (value messaging)

Provide insights on customer value gaps and market needs.

Success Metrics

* 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

Qualifications

Experience

10-15+ years of experience in:

* Top-tier consulting (McKinsey, BCG, Bain) and/or

* Enterprise SaaS, Fin Tech, or 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 with direct Tax & Accounting domain experience would be highly valued, including experience with:

Industry Exposure

* Corporate tax departments within large enterprises

* Accounting firms (Big 4, mid-market, or large regional firms)

* Finance and controllership organizations

Strong understanding of tax and accounting operating models is preferred.

Domain Knowledge

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 and 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 and 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

Experience engaging with:

* CFOs

* Controllers

* Heads of Tax

* Heads of Accounting

* CIOs

Ability to navigate complex, multi-stakeholder buying processes across finance, tax, and IT.

Preferred / Nice to Have…