Europe Head of Opportunity Management (European Business Services structure)
Dentons · Berlin
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
Remuneration and benefits package will reflect the successful candidates experience and competencies.