Director, Regional Product Management

ServiceNow • Santa Clara, CA

19d

About The Position

The Director, Regional Product Management is an individual contributor who connects ServiceNow’s global AI product strategy to execution for one industry or customer segment in the Americas. The role owns how the company’s AI products are positioned, sold, adopted, and improved in that market, adapting the global roadmap to local customer needs, regulations, and buying patterns. The position reports to the leader of Regional Product Management for the Americas.

The role develops regional strategy and go-to-market plans, enables sales teams, and owns commercial strategy for the market, including product mix, packaging, deal structure, and quarterly targets. It also serves as a technical and commercial market expert, turning customer feedback and competitive intelligence into actionable guidance and requirements for product teams.

The ideal candidate brings deep industry or segment knowledge, enterprise software experience, commercial judgment, cross-functional influence, analytical skills, and enough technical credibility in enterprise AI and platform technology to guide customers and train sellers.

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.
• 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, and executive stakeholders.
• Ability to set packaging and discount guidance and assess the effect of deal structure on margin.
• Ability to translate regulatory and compliance requirements into changes in how solutions are built, positioned, and deployed.
• 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 determine priorities.
• Knowledge of enterprise AI and platform technology sufficient to handle complex objections and train sellers.
• Ability to synthesize 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 needs.
• Account for industry regulations and compliance requirements when positioning and deploying solutions.
• Track AI adoption trends and adjust market priorities accordingly.
• 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.
• Coordinate with customer success, professional services, and partners to ensure AI use cases go live after wins, with defined 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 translate recurring needs into solution requirements for product teams.
• Test emerging AI ideas with customers and bring ideas with traction to product development teams.
• Represent ServiceNow with customer executives, at industry events, and in customer advisory sessions.
• Monitor competitors selling AI into the market, including industry-specific vendors and horizontal AI platforms.
• Analyze win/loss data to identify patterns in deals won, lost, or stalled.
• Equip sales teams with competitive positioning and responses to competitor claims.

Benefits

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

What This Job Offers

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