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Director, Business Value Services (BVS) - Health

Location:United States (Hybrid)
Reporting To:Vice President, Business Value Services (BVS)inour Revenue Operations Group

About the Role

Wolters Kluwer is building a Business Value Services (BVS) capability to position the company as avalue-led partner, not just a software provider.The Director of Business Value Services (BVS) for Health is a senior individual contributor responsible for drivingvalue-based selling and business case rigoracross theHealthdivision.This is ahigh-impact, client-facing rolefocused on supporting large, complex deals by articulating and quantifying the financial and strategic value of Wolters Kluwer Health solutions. The role combinestop-tier consulting problem solving with enterprise SaaS commercial execution.

Key Responsibilities

Strategic Deal Engagement

• Partner with Sales ontop accounts and largest opportunities

• Shape deal strategy to maximizeACV/TCV and win probability

• Act as atrusted advisortoaccountteams and senior customer stakeholders

• Support negotiation strategy and value-based pricing

Business Case Development & Value Engineering

• Buildrobust, data-driven business casesfor strategic deals

• Quantify customer impact across:

• Revenue growth

• Cost optimization

• Clinical and operational efficiency

• Risk mitigation and compliance

• Translate WK Health capabilities intoclear financial and strategic outcomes

Executive Storytelling

• Develop and deliverC-level narratives(CFO, COO, CIO, CMIO)

• Lead executive discussions on:

• Investment rationale

• ROI and payback

• Strategic impact

• Alignclinical, financial, and IT stakeholders

Deal Acceleration & Pipeline Impact

• Identify and remove barriers to closing (urgency, budget, stakeholder alignment)

• Improvewin 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 onvalue-based selling

Cross-Functional Collaboration

• Partner with:

• Sales (pipeline, deal strategy)

• Product (value proposition alignment)

• Marketing (value messaging)

• Provide insightsoncustomer value gaps and market needs

Success Metrics

• Increase inaverage deal size (ACV/TCV)

• Improvedwin rates on strategic deals

• Reduction insales cycle length

• Measurable impact onpipeline conversion

• Adoption ofvalue-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 theUS 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

• Strongfinancial modeling and ROI expertise

• Exceptionalstructured problem solving

• Executive-levelcommunication and storytelling

• Ability to operate independently inhigh-ambiguity environments

• Experience navigatingcomplex, multi-stakeholder buying processes

Profile

• Former consultant (McKinsey / BCG / Bain) with healthcare focusand/or

• Value engineering / strategy leader from leading SaaS or HealthTech companies

• Comfortable beinghands-on in deals, not managing teams

Additional Information

• This is anindividual contributor role(no direct reports)

• Highly collaborative and cross-functional

• Significant exposure tosenior internal leaders and C-level customers