Director, Business Value Services (BVS) – CP&ESG Division
Location: Europe ( Hybrid) Reporting To: Vice President, Business Value Services (BVS)
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 Corporate Performance & ESG (CP&ESG) is a senior individual contributor responsible for driving value-based selling and business case rigor across the CP&ESG 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 solutions. The role combines top-tier consulting problem solving with enterprise SaaS commercial execution, with a strong focus on the Office of the CFO.
Key Responsibilities
Strategic Deal Engagement
· Partner with Sales on top CP&ESG accounts and strategic 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:
o Finance transformation and efficiency
o Cost optimization and operating leverage
o Planning, forecasting, and reporting improvements
o ESG compliance and reporting efficiency
· Translate WK CP&ESG solutions into clear financial and strategic outcomes
Executive Storytelling (Office of the CFO Focus)
· Develop and deliver C-level narratives (CFO, FP&A leaders, Chief Accounting Officer, CIO)
· Lead executive discussions on:
o Investment rationale
o ROI and payback
o Finance transformation outcomes
· Align stakeholders across Finance, IT, Sustainability, Strategy
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:
o Value-based proposals (VSPs)
o ROI models and financial frameworks
o Messaging for CFO-level conversations
· Coach account teams on value-based selling
Cross-Functional Collaboration
· Partner with:
o Sales (pipeline, deal strategy)
o Product (value proposition alignment)
o 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 CP&ESG
Qualifications
Experience
· 10–15+ years of experience in:
o Top-tier consulting (McKinsey, BCG, Bain) and/or
o Enterprise SaaS / FinTech / CPM / EPM / ESG solutions
· Proven track record in:
o Business case development / value engineering
o Supporting complex enterprise deals
o C-level stakeholder engagement
Office of the CFO Experience (Required)
Candidates must have direct experience working with the Office of the CFO, including:
Industry Exposure
· Experience working with:
o CFO organizations in large enterprises
o Finance functions (FP&A, Controllership, Accounting)
o Finance transformation or performance management initiatives
Domain Knowledge
· Strong understanding of:
o Financial planning & analysis (FP&A)
o Budgeting, forecasting, and scenario planning
o Financial close, consolidation, and reporting
o Performance management and KPI frameworks
· Familiarity with:
o ESG reporting and regulatory requirements (CSRD, sustainability reporting)
o Finance data, systems, and analytics
Financial & Transformation Value Drivers
· Ability to build business cases tied to:
o Finance process efficiency and automation
o Faster close and improved reporting accuracy
o Better planning, forecasting, and decision-making
o ESG compliance efficiency and risk reduction
· Understanding of:
o ROI from finance transformation and enterprise software investments
Customer Engagement Experience
· Experience engaging with:
o CFOs, Heads of FP&A, Controllers, Chief Accounting Officers, CIOs
· Ability to navigate complex, multi-stakeholder buying processes across finance and IT
Preferred / Nice to Have Experience
· Experience working with or advising:
o Private Equity firms (e.g., portfolio performance, value creation, transformation)
o Professional Services firms (consulting, audit, advisory)
· Exposure to:
o Finance transformation programs
o Performance improvement and cost optimization initiatives
· Familiarity with how CFOs evaluate:
o ROI, payback, and transformation investments
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 in complex, enterprise sales environments
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 customer
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