Director, Business Value Services (BVS) – Health Division
About the role
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.
Key Responsibilities
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
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
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
Identify and remove barriers to closing (urgency, budget, stakeholder alignment)
Improve win rates, deal velocity, and pipeline conversion
Support account planning and growth strategy
Enable 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
Experience Qualifications
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