Director, Business Value Services (BVS) – CP&ESG Division, London

• Sales (pipeline, deal strategy)
• Product (value proposition alignment)
• Business case development / value engineering

Location: Europe (Hybrid)

Reporting To: Vice President, Business Value Services (BVS)

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 Corporate Performance & ESG (CP&ESG) is a senior individual contributor responsible for driving value‑based selling and business case rigor across the CP&ESG 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, with a strong focus on the Office of the CFO.

Key Responsibilities Strategic Deal Engagement

• Partner with Sales on top CP&ESG accounts and strategic 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:
  • Finance transformation and efficiency
  • Cost optimization and operating leverage
  • Planning, forecasting, and reporting improvements
  • ESG compliance and reporting efficiency
• Translate WK CP&ESG solutions into clear financial and strategic outcomes

Executive Storytelling (Office of the CFO Focus)

• Develop and deliver C‑level narratives (CFO, FP&A leaders, Chief Accounting Officer, CIO)
• Lead executive discussions on:
  • Investment rationale
  • ROI and payback
  • Finance transformation outcomes
  • Align stakeholders across Finance, IT, Sustainability, Strategy

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 frameworks
  • Messaging for CFO‑level conversations
  • 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 CP&ESG

Qualifications Experience

• 10–15+ years of experience in:
  • Top‑tier consulting (McKinsey, BCG, Bain) and/or
  • Enterprise SaaS / FinTech / CPM / EPM / ESG solutions
• Proven track record in:
  • Business case development / value engineering
  • Supporting complex enterprise deals
  • C‑level stakeholder engagement

Office of the CFO Experience (Required)

Candidates must have direct experience working with the Office of the CFO, including:

• Industry Exposure:
  • Experience working with CFO organizations in large enterprises
  • Finance functions (FP&A, Controllership, Accounting)
  • Finance transformation or performance management initiatives
• Domain Knowledge:
  • Strong understanding of:
    • Financial planning & analysis (FP&A)
    • Budgeting, forecasting, and scenario planning
    • Financial close, consolidation, and reporting
    • Performance management and KPI frameworks
  • Familiarity with ESG reporting and regulatory requirements (CSRD, sustainability reporting)
  • Finance data, systems, and analytics
• Financial & Transformation Value Drivers:
  • Ability to build business cases tied to:
    • Finance process efficiency and automation
    • Faster close and improved reporting accuracy
    • Better planning, forecasting, and decision‑making
    • ESG compliance efficiency and risk reduction
  • Understanding of ROI from finance transformation and enterprise software investments
• Customer Engagement Experience:
  • Experience engaging with CFOs, Heads of FP&A, Controllers, Chief Accounting Officers, CIOs
  • Ability to navigate complex, multi‑stakeholder buying processes across finance and IT

Preferred / Nice to Have Experience

• Experience working with or advising private equity firms (e.g., portfolio performance, value creation, transformation)
• Professional services firms (consulting, audit, advisory)
• Exposure to finance transformation programs
• Performance improvement and cost optimization initiatives
• Familiarity with how CFOs evaluate ROI, payback, and transformation investments

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 in complex, enterprise sales environments

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 customer

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