Location EMEA or United States (Hybrid)
Reporting tp 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 Tax & Accounting (TAA) is a senior individual contributor responsible for driving value-based selling and business case rigor across the TAA 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.
Key Responsibilities
Strategic Deal Engagement
1. Partner with Sales on top TAA accounts and largest opportunities
2. Shape deal strategy to maximize ACV/TCV and win probability
3. Act as a trusted advisor to account teams and senior customer stakeholders
4. 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:
5. Revenue growth
6. Cost optimization
7. Productivity and automation gains
8. Risk mitigation and compliance
Translate WK TAA solutions into clear financial and operational outcomes.
Executive Storytelling
Develop and deliver C-level narratives for:
9. CFOs
10. Heads of Tax
11. Heads of Accounting
12. CIOs
Lead executive discussions on:
13. Investment rationale
14. ROI and payback
15. Strategic impact
Align finance, tax, accounting, and IT stakeholders.
Deal Acceleration & Pipeline Impact
16. Identify and remove barriers to closing, including urgency, budget, and stakeholder alignment
17. Improve win rates, deal velocity, and pipeline conversion
18. Support account planning and growth strategy
Value Selling Enablement
Equip sales teams with:
19. Value-based proposals (VSPs)
20. ROI models and financial tools
21. Messaging frameworks
Coach account teams on value-based selling.
Cross-Functional Collaboration
Partner closely with:
22. Sales (pipeline, deal strategy)
23. Product (value proposition alignment)
24. Marketing (value messaging)
Provide insights on customer value gaps and market needs.
Success Metrics
25. Increase in average deal size (ACV/TCV)
26. Improved win rates on strategic deals
27. Reduction in sales cycle length
28. Measurable impact on pipeline conversion
29. Adoption of value-based selling across TAA
Qualifications
Experience
10–15+ years of experience in:
30. Top-tier consulting (McKinsey, BCG, Bain) and/or
31. Enterprise SaaS, FinTech, or Tax & Accounting software
Proven track record in:
32. Business case development / value engineering
33. Supporting complex enterprise deals
34. C-level stakeholder engagement
Tax & Accounting Domain Experience
Candidates with direct Tax & Accounting domain experience would be highly valued, including experience with:
Industry Exposure
35. Corporate tax departments within large enterprises
36. Accounting firms (Big 4, mid-market, or large regional firms)
37. Finance and controllership organizations
Strong understanding of tax and accounting operating models is preferred.
Domain Knowledge
Familiarity with:
38. Tax workflows (direct tax, indirect tax, provision, compliance)
39. Financial close and reporting processes
40. Audit and regulatory requirements
41. Workflow automation and digital transformation in finance and tax
Understanding of key trends:
42. Increasing regulatory complexity
43. Talent shortages in tax and accounting
44. Shift toward automation and AI-driven workflows
Financial & Operational Value Drivers
Ability to build business cases tied to:
45. Productivity and efficiency gains
46. Automation and workflow optimization
47. Cost reduction and operating leverage
48. Risk reduction and compliance improvements
49. Faster close cycles and improved reporting accuracy
Understanding of:
50. ROI from software and workflow transformation
51. Cost of manual processes and inefficiencies
Customer Engagement Experience
Experience engaging with:
52. CFOs
53. Controllers
54. Heads of Tax
55. Heads of Accounting
56. CIOs
Ability to navigate complex, multi-stakeholder buying processes across finance, tax, and IT.
Preferred / Nice to Have Experience
Experience working with or advising:
57. Private Equity firms
Portfolio company value creation
Diligence support
58. Professional Services firms
Consulting
Audit
Tax advisory
Outsourcing providers
Exposure to:
59. Value creation initiatives across PE portfolio companies
60. Operational improvement and finance/tax transformation programs
Familiarity with how PE-backed companies evaluate:
61. ROI
62. Payback periods
63. Transformation investments
Capabilities
64. Strong financial modeling and ROI expertise
65. Exceptional structured problem solving
66. Executive-level communication and storytelling
67. Ability to operate independently in high-ambiguity environments
68. Experience in complex enterprise sales environments
Additional Information
69. This is an individual contributor role with no direct reports
70. Highly collaborative and cross-functional
71. Significant exposure to senior internal leaders and C-level customers
Our Interview Practices
Compensation:
£111 900,00 - £187 450,00 GBPThis role is eligible for Bonus.
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.