Director, Business Value Services (BVS) Health
Location: United States (Hybrid)
Reporting To: Vice President, Business Value Services (BVS) in our Revenue Operations Group
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 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:
Revenue growth
Cost optimization
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:
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 of value-based selling across Health
Qualifications
Experience
1015+ 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)
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 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
Our Interview Practices
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 were getting to know younot 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 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.
At Wolters Kluwer, we excel at creating content solutions for use in a professional context in the fields of health, corporate services, finance, tax, accounting, law, regulation, and education. We are professionals serving professionals and are committed to delivering essential content, software, and services to help our customers make their most critical business decisions. Utilizing the latest in information technology, we ensure that our customers have the solutions they need, when they need them, and in the media best suited to their requirements. When we achieve this, we deliver on our goal of being the market leader in content in context.
Partners in Innovation
Wolters Kluwer professionals are continuously engaged in an ongoing exchange of expertise and ideas with our customers about their work. This partnership in innovation is at the heart of meeting our commitment to the lawyers, doctors, nurses, tax advisors, teachers, and business executives we serve. Knowledge of their professional workflows and the ability to apply emerging technologies to make them more efficient and productive are at the heart of this partnership.
Leading Positions and Brands
Strong market positions are very important to our business strategies at Wolters Kluwer, and we value the leading positions we hold in most of our markets. Across all of our markets, we own strong, enduring brands in North America such as Adis International, Aspen Publishers, Bankers Systems, CCH, ClineGuide, CT Corporation, Kluwer, Facts & Comparisons, IFI Claims, Lippincott Williams & Wilkins, Loislaw, Medi-Span, Ovid Technologiesand Skolar. These brands have promised and delivered high quality information for decades, and we are committed to continuing to do everything necessary to earn, retain, and expand leadership positions in our selected markets.