Dentons is designed to be different. We are driven to always be the firm of the future, to challenge the status quo, and to provide holistic business solutions to our clients in new and innovative ways. We are the lightbulb moments. The bold ideas. We are the world's largest global law firm, with 12,000+ people across 80+ countries. Driven by the diverse perspectives of our people, our clients, and our communities, we combine local knowledge with global insight.
About The Role
Dentons Europe is seeking a Europe Head of Opportunity Management to lead a high‑impact Proposals and Credentials team across the region. The team, based in Poland, is essential to the strategy of Dentons Europe and the commercial success of our firm. You will shape the journey of the team to be the center of excellence that is client‑focused, efficient and effective. The team handles a steady workload of multi‑jurisdictional pitches and proposals. Managing a team of four, you are an inspiring professional that brings technical expertise as well as people development skills. This is a senior, highly visible and strategic position, reporting to the Europe Clients & Markets Director.
You will be responsible for:
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
Responsibilities
Strategic Leadership
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
Team Leadership & Management
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
Major Proposals & Strategic Clients
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
Process, Policy & Governance
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
Content, Tools & Technology
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
Collaboration & Stakeholder Management
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
Continuous Improvement & Insight
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
Requirements
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
Benefits
Holiday allowance
Meal vouchers
Medical coverage
Eco vouchers
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