Job Posting
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
Partner with Sales on top TAA 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
Productivity and automation gains
Risk mitigation and compliance
Translate WK TAA solutions into clear financial and operational outcomes
Executive Storytelling
Develop and deliver C-level narratives (CFO, Head of Tax, Head of Accounting, CIO)
Lead executive discussions on:
Investment rationale
ROI and payback
Strategic impact
Align finance, tax, accounting, 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 TAA
Qualifications
Experience
10–15+ years of experience in:
Top-tier consulting (McKinsey, BCG, Bain) and/or
Enterprise SaaS / FinTech / Tax & Accounting software
Proven track record in:
Business case development / value engineering
Supporting complex enterprise deals
C-level stakeholder engagement
Tax & Accounting Domain Experience (Valued but not required)
Candidates that have direct experience in the Tax & Accounting domain would be valued but not required, including:
Industry Exposure
Experience working with one or more of:
Corporate tax departments (large enterprises)
Accounting firms (Big 4, mid-market, or large regional firms)
Finance / controllership organizations
Strong understanding of tax and accounting operating models
Domain Knowledge Valued but not Required
Familiarity with :
Tax workflows (direct tax, indirect tax, provision, compliance)
Financial close and reporting processes
Audit and regulatory requirements
Workflow automation and digital transformation in finance/tax
Understanding of key trends:
Increasing regulatory complexity
Talent shortages in tax and accounting
Shift toward automation and AI-driven workflows
Financial & Operational Value Drivers
Ability to build business cases tied to:
Productivity and efficiency gains (automation, workflow optimization)
Cost reduction and operating leverage
Risk reduction and compliance improvements
Faster close cycles and improved reporting accuracy
Understanding of:
ROI from software and workflow transformation
Cost of manual processes and inefficiencies
Customer Engagement Experience
Experience engaging with:
CFOs, Controllers, Heads of Tax, Heads of Accounting, CIOs
Ability to navigate multi-stakeholder…