Director, Regional Product Management

ServiceNow • Santa Clara, CA

19d

About The Position

The Regional Product Manager (RPM) connects global product strategy to execution in a specific market. Unlike product managers who build features and own the core roadmap with engineering teams, the RPM brings that roadmap into one market, adapting it to local customers, regulations, and buying patterns, and owning its commercial success. RPM markets are defined by geography, industry, or customer segment. This individual contributor role owns one industry or customer segment in the Americas and is responsible for how ServiceNow’s AI products are positioned, sold, adopted, and improved in that market. The position reports to the leader of Regional Product Management for the Americas.

The role translates the global AI product roadmap into a market-specific plan, adapts use cases and messaging, supports sales and launches, owns commercial strategy and targets, represents the voice of customers, and provides competitive intelligence. It requires commercial judgment, cross-cultural leadership, technical credibility, and the ability to influence product and sales teams without direct authority.

Requirements

• 10+ years in product management, solution consulting, or go-to-market strategy in enterprise software.
• Domain depth in at least one industry or customer segment, including its core systems, regulations, and buyers.
• A track record of influencing enterprise deals through discovery, solution design, or deal structure.
• Experience taking AI or automation use cases from concept to production at customers.
• Ability to design and run launch plans suited to the market’s buying processes, partners, procurement processes, and executives.
• Ability to set packaging and discount guidance and assess how deal structure affects margin.
• Ability to translate regulatory and compliance requirements into specific changes to how solutions are built, positioned, and deployed.
• Ability to align product teams and field sellers on priorities without direct authority over either.
• Understanding of how business and IT leaders in the market make decisions, and ability to adapt communication accordingly.
• Ability to manage expectations with senior product and sales leaders while supporting account teams on high-stakes customer deals.
• Ability to use sales data, win/loss results, and market share trends to determine areas of focus.
• Knowledge of enterprise AI and platform technology sufficient to handle complex objections and train sellers.
• Ability to distill large volumes of customer feedback into a short, ranked list of actionable product requirements.

Nice To Haves

• Familiarity with the ServiceNow AI Platform.

Responsibilities

• Translate the global AI product roadmap into a plan for the assigned industry or segment.
• Tailor use cases, solution packages, and messaging to customers’ operational needs.
• Account for industry regulations and compliance requirements in solution positioning and deployment.
• Track AI adoption trends in the market and adjust priorities as they change.
• Partner with sales, marketing, and channel partners to launch AI products in the market.
• Run discovery on priority deals and shape buying criteria and deal sizing toward AI early in the sales cycle.
• Build reusable discovery guides, use case catalogs, demo stories, and value stories for sellers.
• Ensure AI use cases go live after wins, coordinating with customer success, professional services, and partners on success criteria, go-live dates, and adoption metrics.
• Own the market’s commercial strategy, including product mix, packaging, and deal structure, to meet revenue and margin targets.
• Set and own quarterly targets for deals in motion, AI attach, and discovery completed before close.
• Work with pricing teams on packaging and discount guidance suited to customers.
• Act as the technical and commercial expert in the field for the assigned market.
• Gather customer feedback and turn recurring needs into solution requirements for product teams.
• Test emerging AI ideas with customers and bring promising ideas to product-building teams.
• Represent ServiceNow with customer executives, at industry events, and in customer advisory sessions.
• Monitor competitors selling AI in the market, including industry-specific vendors and horizontal AI platforms.
• Analyze win/loss data to identify patterns in why deals are won, lost, or stalled.
• Equip sales teams with positioning and responses to competitor claims.

Benefits

• Equity, when applicable.
• Variable/incentive compensation; sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.
• Health plans.
• Flexible spending accounts.
• 401(k) Plan with company match.
• Employee Stock Purchase Plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed