Director, Regional Product Management

ServiceNow•Santa Clara, CA

20d•$221,200 - $387,100

About The Position

The Director, Regional Product Management connects ServiceNow’s global product strategy to execution in a specific market, owning one industry or customer segment in the Americas. The role is responsible for how ServiceNow’s AI products are positioned, sold, adopted, and improved in that market. It adapts global roadmaps to local customers, regulations, and buying patterns, and owns the market’s commercial success. This is an individual contributor role reporting to the leader of Regional Product Management for the Americas. The position translates the global AI product roadmap into market-specific plans and use cases; works with sales, marketing, channel partners, customer success, professional services, and product teams; and owns commercial strategy, targets, customer feedback, and competitive positioning. The role represents ServiceNow with customer executives and at industry events, while helping ensure AI use cases reach production and achieve adoption.

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 how the market buys, including partners, procurement processes, and executives.
Ability to set packaging and discount guidance and assess the effect of deal structure on margin.
Ability to translate regulatory and compliance requirements into specific changes to solution development, positioning, and deployment.
Ability to align product teams and field sellers on priorities without direct authority.
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 guide priorities.
Knowledge of enterprise AI and platform technology sufficient to handle complex objections and train sellers.
Ability to turn substantial customer feedback into a concise, 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 customer segment.
Tailor use cases, solution packages, and messaging to customers’ operational problems.
Account for industry regulations and compliance requirements in solution positioning and deployment.
Track AI adoption trends in the market and adjust priorities as needed.
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.
Work with customer success, professional services, and partners to define success criteria, go-live dates, and adoption metrics, and ensure AI use cases go live after wins.
Own commercial strategy for the market, 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 customer-appropriate packaging and discount guidance.
Act as the technical and commercial expert in the field for the market.
Gather customer feedback and translate recurring needs into solution requirements for product teams.
Test emerging AI ideas with customers and bring ideas with traction to teams developing new products.
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 competitor positioning and responses to competitor claims.