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