Qualifications
Responsibilities
Benefits
About the Role
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
10 615+ 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
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we re getting to know you not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation:
$165,400.00 - $295,600.00 USDThis 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.
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