Europe Head of Opportunity Management (Dentons Europe Services)

• Setting the vision, strategy and standards for opportunity and proposals management across Dentons Europe.
• Designing and embedding robust processes, tools and policies that improve win rates, profitability and client experience.
• Leading and developing a high‑performing team of opportunity / proposal professionals.
• Personally leading and overseeing major, high‑value pitches, panel reviews and RFPs for our most promising opportunities.
• Working in close collaboration with our Head of Pricing, Head of Client Development and Head of Practices and Sectors, to ensure consistent go to market strategy, market positioning and a “one firm” approach.
• Building a collaborative, inclusive and high-trust team culture that encourages shared ownership, constructive challenge and continuous improvement across proposals team.
• The successful candidate will combine deep proposals expertise with strong stakeholder management, commercial acumen and a practical, tech‑enabled mindset.

• Develop and own the global/regional Opportunity Management strategy, aligned with Dentons’ firmwide and client strategies.
• Define what “best‑in‑class” opportunity management looks like for Dentons and create a roadmap to achieve it.
• Serve as a trusted advisor to senior partners and leadership on major opportunities and panel reviews.

• Lead, coach and inspire a hybrid team of proposal / opportunity professionals (and related roles), fostering a high‑performance, collaborative culture.
• Set clear objectives, KPIs and development plans for team members.
• Build and manage capacity and resourcing for the team, including collaboration with country and Practice and Sector MBD teams.

• Direct and, where appropriate, personally lead the end‑to‑end management of strategic proposals for the firm’s largest and most complex opportunities (e.g. global panel appointments, major cross‑border tenders, key client RFPs).
• Shape win-strategies and value propositions in collaboration with partners, sector leaders and BD colleagues.
• Ensure all proposal documents are client‑centric, compelling, commercially sound and aligned with Dentons’ brand and market positioning.

• Design and implement a consistent proposals methodology, including standardised stages, roles and responsibilities, timelines and quality standards.
• Develop and roll out clear go / no‑go and bid qualification policies, ensuring disciplined pursuit decisions that align with strategic priorities and profitability thresholds in line with the region’s Market Positioning, DEI and Specialisation policies.
• Introduce robust governance around opportunity pursuit, including escalation paths, approvals and risk checks.

• Oversee the development and maintenance of a centralised proposals knowledge base (e.g. content libraries, CVs, experience records, case studies, standard responses).
• Evaluate, select and optimise technology platforms that support opportunity and proposal management (e.g. RFP / proposal automation tools, the firm’s CredsBank experience database, CRM and pipeline management tools, collaboration platforms).
• Drive continuous improvement and adoption of tools and data to increase efficiency, insight and quality.

• Build strong relationships with partners, Business Development, Risk and other key stakeholders.
• Work closely with Key Client Development team and Practice teams, to align opportunity management with client plans and growth targets.
• Share best practice, training and guidance to enhance opportunity management capability across the firm, including involvement in the firm’s flagship training programs.

• Analyse win/loss data, pricing outcomes and client feedback to drive improvements in pursuit strategy, content and processes.
• Track market trends in legal procurement, panel management and client buying behavior, and embed these insights into Dentons’ approach.
• Champion innovation in proposals, including use of design, storytelling, digital formats and technology‑enabled solutions.

• Significant experience (10+ years) in proposal / bid / opportunity management within professional services; experience in a large law firm or comparable partnership environment is strongly preferred.
• Proven track record of leading major, complex and multi‑jurisdictional bids and RFPs, ideally for international or global clients.
• Strong understanding of proposal management technologies, such as proposal automation tools, content libraries, experience databases, CRM and collaboration platforms; ability to drive adoption and optimisation of these tools.
• Experience designing and implementing go / no‑go frameworks, bid qualification criteria and opportunity governance.
• Excellent stakeholder management skills, with the confidence and credibility to influence senior partners and leadership.
• Outstanding written and verbal communication skills, with a sharp eye for detail and quality.
• Strong project management skills, with the ability to manage multiple deadlines and stakeholders under pressure.
• Commercial mindset, with an understanding of pricing, profitability, and the drivers of successful client relationships.
• Strategic thinker who can translate vision into practical, scalable processes.
• Highly collaborative, with a low‑ego, service‑oriented approach.
• Resilient, adaptable and comfortable operating in a fast‑moving, entrepreneurial environment.
• Client‑centric mindset and a passion for continuously improving the client experience.
• Comfortable challenging constructively and pushing for higher standards.

• 25 days of vacation/year
• 3 sick days/year
• Meal lump-sum
• MultiSport card
• Multipass card
• Home Office allowance

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