Role Summary
The VP of Business Value Services (BVS) is a senior strategic leader responsible for embedding value-based selling and business case rigor across the organization. This role partners with Sales, Product, and Customer leadership to articulate and quantify the financial and strategic impact of Wolters Kluwer solutions, driving larger deal sizes, faster sales cycles, and stronger executive alignment with customers.
The VP BVS leads a high-caliber team combining top-tier consulting problem solving with enterprise SaaS commercial execution.
Key Responsibilities
1. Strategic Value Leadership
- Define and scale the Business Value Services strategy across divisions (TAA, Health, CP&ESG)
- Position WK as a value-led partner, not just a software vendor
- Establish standardized value frameworks, ROI models, and benchmarking methodologies
2. Top Account Growth & Deal Acceleration
- Personally engage in strategic, high-value deals (top accounts / complex opportunities)
- Shape deal strategy to maximize ACV / TCV and win probability
- Support negotiation strategy, executive messaging, and value-based pricing
- Act as trusted advisor at C-level (CFO, COO, CIO)
3. Business Case Development & Value Engineering
- Oversee creation of robust, data-driven business cases
- Quantify customer impact across:
o Revenue growth
o Cost optimization
o Risk mitigation / compliance
- Translate WK capabilities into measurable business outcomes
4. Executive Storytelling & GTM Enablement
- Develop compelling value narratives for executive audiences
- Equip sales teams with:
o Value-based proposals (VSPs)
o Messaging frameworks
o Competitive positioning insights
- Lead internal enablement on value selling and deal strategy
5. Cross-Functional Leadership
o Sales leadership (pipeline, deal strategy)
o Product (value proposition alignment)
o Marketing (value messaging)
- Influence roadmap based on customer value gaps and insights
6. Build & Lead a World-Class BVS Team
o Top-tier consulting firms (McKinsey, BCG, Bain)
o Leading SaaS value engineering teams (Salesforce, Oracle, SAP, Databricks)
o Analytical rigor
o Commercial impact
o Executive presence
Experience
Bachelor's degree required; MBA or equivalent advanced degree preferred.
15+ years experience, including: Top-tier consulting (McKinsey / BCG / Bain), or Enterprise SaaS (Salesforce, Oracle, SAP, Workday, Databricks, etc.)
Proven track record in:
Value engineering / business case development
Complex enterprise deal support
C-level stakeholder engagement
Capabilities
Exceptional strategic thinking and structured problem solving
Strong financial modeling & business case expertise
Executive-level communication and storytelling
Deep understanding of enterprise sales motions and GTM strategy
Ability to operate at the intersection of strategy, sales, and product
Leadership Traits
High credibility with senior stakeholders
Commercially driven, outcome-oriented
Comfortable operating in ambiguity and building from scratch
Strong coaching and talent development mindset
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 we’re getting to know you—not 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.
