Director, Business Value Services (BVS) – Health

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

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 

• 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 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 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 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 focusand/or 

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

• Comfortable beinghands-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