Director, Regional Product Management

This is a fully remote position, open to applicants in California.

📋 Description

• Convert the global AI product roadmap into a detailed strategy for a specific industry or customer segment.

• Customize use cases, solution packages, and messaging to address customer operational challenges.

• Consider industry regulations and compliance standards in the positioning and implementation of solutions.

• Monitor AI adoption trends and adapt priorities accordingly.

• Collaborate with sales, marketing, and channel partners to introduce AI products.

• Conduct discovery sessions on priority deals and define buying criteria and deal size.

• Develop discovery guides, use case catalogs, demo narratives, and value propositions for sales teams.

• Ensure successful deployment of AI use cases by coordinating success criteria, go-live schedules, and adoption metrics following wins.

• Manage the commercial strategy, encompassing product mix, packaging, and deal structure.

• Establish and take ownership of quarterly targets for active deals, AI integration, and pre-close discovery.

• Collaborate with pricing teams to provide packaging and discount recommendations.

• Collect customer feedback and translate recurring needs into solution specifications.

• Pilot emerging AI concepts with customers and advance successful ideas to product teams.

• Represent ServiceNow in engagements with customer executives, at industry events, and during customer advisory sessions.

• Analyze the competitive landscape in AI and review win/loss data.

• Equip sales teams with competitive positioning strategies and responses.

⛳️ Requirements

• Over 10 years of experience in product management, solution consulting, or go-to-market strategy within enterprise software.

• In-depth knowledge of at least one industry or customer segment, including its fundamental systems, regulations, and key buyers.

• Proven ability to influence enterprise deals through discovery, solution design, or deal structuring.

• Experience in taking AI or automation use cases from initial concept to production with customers.

• Capability to design and execute launch plans aligned with the market's purchasing process.

• Proficient in setting packaging and discount strategies and evaluating the impact of deal structures on profit margins.

• Ability to convert regulatory and compliance requirements into modifications in solution design, positioning, and deployment.

• Skill in aligning product teams and field sales personnel without direct authority.

• Understanding of business and IT decision-making processes.

• Proficient in utilizing sales data, win/loss analysis, and market share trends for prioritization.

• Knowledge of enterprise AI and platform technologies.

• Ability to distill customer feedback into prioritized product requirements.

• Familiarity with the ServiceNow AI Platform is advantageous.

🏝️ Benefits

• Equity (when applicable)

• Variable/incentive compensation

• Health plans

• Flexible spending accounts

• 401(k) Plan with company match

• Employee Stock Purchase Plan (ESPP)

• Matching donations

• Flexible time off policy

• Family leave programs