Director, Regional Product Management

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

📋 Description

• Convert the global AI product roadmap into a strategic plan tailored for a specific industry or customer segment within the Americas.

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

• Consider industry regulations and compliance requirements when positioning and deploying solutions.

• Monitor trends in AI adoption and modify priorities accordingly.

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

• Conduct discovery on key deals and influence buying criteria and deal sizing early in the sales process.

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

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

• Own the commercial strategy, including product mix, packaging, and deal structure, to achieve revenue and margin goals.

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

• Collaborate with pricing teams on packaging and discount recommendations.

• Collect customer feedback and transform recurring needs into solution 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.

• Observe competitors and analyze win/loss statistics.

• Equip sales teams with competitive positioning and responses to competitor assertions.

• Function as an individual contributor reporting directly to the leader of Regional Product Management for the Americas.

⛳️ 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 decision-makers.

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

• Experience in taking AI or automation use cases from concept to implementation at customer sites.

• Skill in designing and executing launch plans tailored to market partners, procurement processes, and executive stakeholders.

• Proficient in setting packaging and discount strategies and understanding how deal structure impacts margins.

• Capability to translate regulatory and compliance requirements into modifications in how solutions are constructed, positioned, and deployed.

• Capacity to align product teams and field sales on priorities without direct authority.

• Familiarity with how business and IT leaders make decisions and the ability to tailor communication effectively.

• Competence in managing expectations of senior product and sales leaders while aiding account teams on high-stakes deals.

• Ability to utilize sales data, win/loss outcomes, and market share trends to establish priorities.

• Knowledge of enterprise AI and platform technologies sufficient to address complex objections and provide training to sellers.

• Proficiency in turning customer feedback into prioritized, actionable product requirements.

• Familiarity with the ServiceNow AI Platform is advantageous.

🏝️ Benefits

• Equity (where applicable).

• Variable/incentive compensation.

• Health insurance plans.

• Flexible spending accounts.

• 401(k) Plan with company matching.

• Employee Stock Purchase Plan (ESPP).

• Matching charitable contributions.

• Flexible time-off policy.

• Family leave programs.

• Flexible or remote work arrangements based on eligibility and assigned work location.