Director, Regional Product Management

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

📋 Description

• Transform the global AI product roadmap into a strategic plan for a designated industry or customer segment.

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

• Consider industry regulations and compliance mandates in the positioning and deployment of solutions.

• Monitor AI adoption trends and modify priorities accordingly.

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

• Conduct discovery for priority deals and define buying criteria and deal sizes.

• Create reusable discovery guides, use case catalogs, demo narratives, and value propositions.

• Ensure the execution of AI use cases post-success by coordinating with customer success, professional services, and partners.

• Manage the commercial strategy, encompassing product mix, packaging, and deal structure to achieve revenue and margin objectives.

• Establish quarterly goals for active deals, AI attachment, and pre-close discovery activities.

• Collaborate with pricing teams on packaging and discount strategies.

• Collect customer feedback and convert recurring needs into product specifications.

• Experiment with emerging AI concepts alongside customers and relay successful ideas to product teams.

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

• Analyze competitor activities and assess win/loss metrics.

• Provide sales teams with competitive positioning and response strategies.

⛳️ Requirements

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

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

• Proven history of influencing enterprise deals through discovery, solution design, or deal structuring.

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

• Proficiency in designing and executing launch plans tailored to market partners, procurement processes, and executives.

• Capability to establish packaging and discount guidelines and evaluate the impact of deal structures on margins.

• Competence in interpreting regulatory and compliance requirements and translating them into adjustments in solution development, positioning, and deployment.

• Ability to align product teams and field sales on priorities without direct oversight.

• Understanding of decision-making processes among business and IT leaders, with the ability to tailor communication accordingly.

• Skill in managing expectations with senior product and sales leaders while facilitating high-stakes customer engagements.

• Ability to analyze sales data, win/loss outcomes, and market share trends to identify focus areas.

• Sufficient knowledge of enterprise AI and platform technology to address complex objections and train sales personnel.

• Capacity to translate customer feedback into prioritized, actionable 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 away plan

• Family leave programs

• Flexible or remote work options