Director, Business Value Services (BVS) – Health Division

Director, Business Value Services (BVS) – Health

Location:

United States (Hybrid)

Reporting To:
Vice President, Business Value Services (BVS) in our Revenue Operations Group

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 Health is a senior individual contributor responsible for driving value-based selling and business case rigor across the Health 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 Health solutions.

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

Strategic Deal Engagement

• Partner with Sales on top 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
• Clinical and operational efficiency
• Risk mitigation and compliance
• Translate WK Health capabilities into clear financial and strategic outcomes

Executive Storytelling

• Develop and deliver C-level narratives (CFO, COO, CIO, CMIO)
• Lead executive discussions on:
• Investment rationale
• ROI and payback
• Strategic impact
• Align clinical, financial, 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 Health

Experience

• 10–15+ years of experience in:
• Top-tier consulting (McKinsey, BCG, Bain) and/or
• Enterprise SaaS / Health Tech / healthcare services
• Proven track record in:
• Business case development / value engineering
• Supporting complex enterprise deals
• C-level stakeholder engagement

US Healthcare Experience (Required)

• Direct experience in the US healthcare market is required
• Including:
• Experience working with:
• Health systems / IDNs
• Payers / health plans
• Strong understanding of:
• Clinical workflows and care delivery models
• Revenue cycle management (RCM)
• Value-based care and quality metrics
• Healthcare data, analytics, and decision support

Healthcare Financial Acumen

• Ability to build business cases tied to:
• Hospital margin improvement
• Cost reduction and efficiency gains
• Clinical productivity and outcomes
• Familiarity with:
• US reimbursement models (fee-for-service vs value-based)
• Healthcare budgeting and capital allocation processes

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 navigating complex, multi-stakeholder buying processes

Profile

• Former consultant (McKinsey / BCG / Bain) with healthcare focus and/or
• Value engineering / strategy leader from leading SaaS or Health Tech companies
• Comfortable being hands-on in deals, not managing teams
Additional Information
• This is an individual contributor role (no direct reports)
• Highly collaborative and cross-functional
• Significant exposure to senior internal leaders and C-level customers
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