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.
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.
This is an individual contributor role (no direct reports).
Highly collaborative and cross-functional.
Significant exposure to senior internal leaders and C-level customers.
#LI-Hybrid
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
