Director, Business Value Services (BVS) – Health 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 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. 

Key Responsibilities: 

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