A&O Shearman is a leading global law firm operating in over forty countries. We work on some of the most challenging and important deals and have built a reputation for delivering exceptional legal solutions that help our clients grow, innovate and thrive. Our business teams work hand-in-hand with our lawyers, Consultants and other specialist teams, and are ambitious, driven and leaders in their field. The legal industry is changing, and we’re committed to leading that change by putting our people first, embracing new ways of thinking and integrating technology into our everyday work.
With us, you will constantly be learning and growing. We invest in you by offering exceptional professional and personal development – providing training, mentoring and practical support. We offer rewarding careers that are built around your strengths and designed to ensure you can achieve your personal and professional goals, recognising that those may look different for everyone.
We have a powerful commitment to inclusion. We’re determined to play our part in advancing a workplace where progress is made by harnessing our differences – whatever defines you, we ask you to bring your whole self to work.
What truly defines a career at A&O Shearman? We recruit the best and ask for the best of you. We provide challenge, support and a place for you to belong. And together we excel, working on meaningful projects of global significance.

KEY REQUIREMENTS

• Have 5+ years’ proven track record of leading and advising on successful Australia and cross-border/complex pitches and proposals, preferably in a professional services environment
• Ability to absorb, understand and communicate legal products quickly to tailor it to the clients and markets requirements.
• Professional, proactive, high attention to detail and a commitment to quality.
• Show strong project-management skills so that they can lead the firm’s most important cross-team pitches successfully
• Have good commercial understanding of the markets in which the firm operates and be prepared to get up-to-speed on relevant products or sectors quickly
• Show sensitivity to local nuances in terms of proposals best practice, and be effective at building rapport with partners and BD professionals based across A&O Shearman’s network
• Be effective at managing virtual teams, involving and drawing on the resources and expertise of local BD teams
• Demonstrate credibility and first-rate influencing skills so that they can influence partners/fee earners and shape their approach to pitches (due to the breadth of this role and the size of the firm, the role-holder may not know the partners involved in the proposal and will have to build credibility from a ‘standing start’)
• Prioritise their time effectively and manage competing demands for support and advice
• Enjoy working relatively autonomously, linking in with local BD teams (for whom pitching is a large part of their roles) and drawing on other central resources
• Thrives on deadline with an ability to flex agreed processes appropriately to meet tight deadlines
• Excellent verbal and written communication, presentation and persuasion skills with the ability to tailor pitch content and styles to different audiences
• Strong organisational and problem-solving skills, with the ability to execute multiple and complex pitch projects simultaneously
• Creativity - is able to think of and deliver new ways to differentiate the firm during the pitch/proposal process
• Good communication skills – both written and oral.
• Collaborative, team-oriented and client-focused attitude with the ability to work across diverse and cross-functional stakeholders.

This role is part of the Marketing function which contributes to the setting and achievement of the firm’s business objectives, including strengthening our client relationships, winning new clients, increasing the visibility of the firm and its brand positioning globally, and supporting our partners and associates in their pursuit of becoming our clients’ trusted advisers.
Role purpose

The objective of this role is to improve A&O Shearman’s approach to pitching and as a result, increase the proposal success rate. We are looking for an experienced pitch and proposal professional to support the biggest and most challenging pitches and panels across our APAC practice groups, sectors and geographies. This individual will help advance and improve our APAC pitch function by:

• Leading and advising on the most strategic and high-profile pitches and proposals
• Being a source of best practice for both APAC and the global pitch community, providing guidance, coaching and training to the local and regional pitch communities
• Drive efficiencies into the pitch process by continuously reviewing and improving the methods, technology and practices we use in our cross border, cross practice group pitches and proposals
• Support the firm with reporting and tracking pitch outcomes across APAC and on communicating wins and best practice to APAC Partners and BD team

Roles and responsibilities

• Leading and advising on the most strategic and high-profile pitches, panels and proposals across Australia and the APAC region – driving the process, shaping the team, facilitating meetings, bringing best practice, agreeing strategy and messaging, drafting and reviewing content and coaching teams
• Consult internally to support Australia and APAC partners and BD teams in their pitch activity by helping shape messages, providing guidance and reviewing proposals
• Be a source of best practice for the Australia, APAC and Global pitch community and, through coaching and training, improve the team’s pitching skills and help improve our win rate
• Help build the infrastructure and tools across Australia and APAC to improve efficiency and effectiveness in the pitch process
• Evaluate and debrief the pitch outcomes for the major pitches and proposals, identifying win/loss themes and work with the APAC Pitch & Pursuit Team Lead, Head of BD, Marketing & Comms (APAC) and Global Head of Pitching to implement areas of improvement
• Collaborate with A&O Shearman’s global pitch community to ensure new global pitch programmes, systems and processes are implemented to help drive innovation and efficiencies
• Report on the regional pitch activity, performance and results
• Work closely with Marketing Technology team to help identify, implement and socialise new technology into our pitching processes