Director, Regional Product Management

ServiceNow•Addison, TX

20d•$199,100 - $348,400

About The Position

The Director, Regional Product Management is an individual contributor responsible for connecting ServiceNow’s global AI product strategy to execution in one industry or customer segment in the Americas. The role owns how ServiceNow AI products are positioned, sold, adopted, and improved in that market, adapting global product plans to local customers, 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, owns commercial strategy and financial targets, gathers and translates customer feedback, and provides competitive intelligence. It works across product, sales, marketing, channel partners, customer success, professional services, pricing teams, and customers to drive successful launches, deals, and adoption. The stated base pay range is $199,100–$348,400, plus equity when applicable, variable/incentive compensation, and benefits. Compensation varies by qualifications, skill level, competencies, and work location. Benefits include health plans, flexible spending accounts, a 401(k) plan with company match, ESPP, matching donations, a flexible time away plan, and family leave programs. The work persona is flexible or remote, depending on the employee’s assigned work location and the nature of the work.

Requirements

10+ years of experience 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 involved.
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.
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 address complex objections and train sellers.
Ability to turn 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 an 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.
Conduct discovery on priority deals and shape buying criteria and deal sizing toward AI early in the sales cycle.
Create reusable discovery guides, use case catalogs, demo stories, and value stories for sellers.
Ensure AI use cases go live after wins by coordinating success criteria, go-live dates, and adoption metrics with customer success, professional services, and partners.
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 packaging and discount guidance suited to customers.
Serve 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 product-building 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 why deals are won, lost, or stalled.
Equip sales teams with positioning and responses to competitor claims.