Director, Business Value Services; BVS - Tax & Accounting Division

Position: Director, Business Value Services (BVS) - Tax & Accounting Division
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 (CFO, Head of Tax, Head of Accounting, CIO)

* 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 (urgency, budget, 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 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 / 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

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

Experience working with or advising:

Private Equity firms (e.g., portfolio company value…