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:
- 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:
- 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 - Value-based proposals (VSPs)
- ROI models and financial tools
- Coach account teams on value-based selling
Cross-Functional Collaboration - 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
- 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: - 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
- 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
Compensation:$165,400.00 - $295,600.00 USD
This role is eligible for Bonus.
Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.
Additional Information:Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
