Director Business Value Services

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 / FinTech / 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 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 environments

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

Director, Business Value Services (BVS) – Tax & Accounting