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 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

Qualifications

Experience

• 10–15+ years of experience in:

• Top-tier consulting (McKinsey, BCG, Bain) and/or

• Enterprise SaaS / HealthTech / 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 HealthTech 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