Director, Business Value Services - Tax & Accounting Division in London

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

Experience10-15+ 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.

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 buying processes across finance, tax, and IT.

Preferred / Nice to Have Experience

• Experience working with or advising:
• Private Equity firms (e.g., portfolio company value creation, diligence support).
• Professional Services firms (e.g., consulting, audit, tax advisory, outsourcing providers).
• Exposure to:
• Value creation initiatives across PE portfolio companies.
• Operational improvement and finance/tax transformation programs.
• Familiarity with how PE-backed companies evaluate: ROI, payback periods, 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.

This is an individual contributor role (no direct reports).

Highly collaborative and cross-functional.

Significant exposure to senior internal leaders and C-level customers.

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