Director, Business Value Services (BVS) – Health Division

Wolters Kluwer•Philadelphia, PA

1d•Onsite

About The Position

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.

Requirements

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
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

Nice To Haves

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

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.