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

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

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:

o Finance transformation and efficiency

o Cost optimization and operating leverage

o Planning, forecasting, and reporting improvements

o 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:

o Investment rationale

o ROI and payback

o 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:

o Value-based proposals (VSPs)

o ROI models and financial frameworks

o Messaging for CFO-level conversations

· Coach account teams on value-based selling

Cross-Functional Collaboration

· Partner with:

o Sales (pipeline, deal strategy)

o Product (value proposition alignment)

o 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:

o Top-tier consulting (McKinsey, BCG, Bain) and/or

o Enterprise SaaS / FinTech / CPM / EPM / ESG solutions

· Proven track record in:

o Business case development / value engineering

o Supporting complex enterprise deals

o 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:

o CFO organizations in large enterprises

o Finance functions (FP&A, Controllership, Accounting)

o Finance transformation or performance management initiatives

Domain Knowledge

· Strong understanding of:

o Financial planning & analysis (FP&A)

o Budgeting, forecasting, and scenario planning

o Financial close, consolidation, and reporting

o Performance management and KPI frameworks

· Familiarity with:

o ESG reporting and regulatory requirements (CSRD, sustainability reporting)

o Finance data, systems, and analytics

Financial & Transformation Value Drivers

· Ability to build business cases tied to:

o Finance process efficiency and automation

o Faster close and improved reporting accuracy

o Better planning, forecasting, and decision-making

o ESG compliance efficiency and risk reduction

· Understanding of:

o ROI from finance transformation and enterprise software investments

Customer Engagement Experience

· Experience engaging with:

o 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:

o Private Equity firms (e.g., portfolio performance, value creation, transformation)

o Professional Services firms (consulting, audit, advisory)

· Exposure to:

o Finance transformation programs

o Performance improvement and cost optimization initiatives

· Familiarity with how CFOs evaluate:

o 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

Our Interview Practices

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.