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Salary: USD 221,200 - 387,100 / annual
ServiceNow is seeking a Director of Regional Product Management to own AI product strategy and execution for a specific industry or customer segment in the Americas. This is an individual contributor role reporting to the leader of Regional Product Management for the Americas.
You will be responsible for translating ServiceNow's global AI product roadmap into a localized strategy for your assigned market. Key responsibilities include:
**Regional Strategy & Adaptation:** Translate the global AI product roadmap into a plan tailored to your industry or segment. Adapt use cases, solution packages, and messaging to address the operational problems your customers care about most. Account for industry regulations and compliance requirements in solution positioning and deployment. Track AI adoption trends and adjust priorities as they shift.
**Go-to-Market & Sales Enablement:** Partner with sales, marketing, and channel partners to launch AI products into your market. Run discovery on priority deals and shape buying criteria and deal sizing toward AI early in the sales cycle. Build discovery guides, use case catalogs, demo stories, and value stories for sellers to reuse. Ensure AI use cases go live after every win by working with customer success, professional services, and partners on success criteria, go-live dates, and adoption metrics.
**Commercial Strategy & Financial Targets:** Own the commercial strategy for your 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 your customers.
**Voice of the Customer:** Act as the technical and commercial expert in the field for your market. Gather customer feedback and turn repeated needs into solution requirements for product teams. Test emerging AI ideas with customers and bring traction to product teams. Represent ServiceNow with customer executives, at industry events, and in customer advisory sessions.
**Competitive Intelligence:** Monitor competitors selling AI into your market. Analyze win/loss data to find patterns in deal outcomes. Equip sales teams with positioning and responses to competitor claims.
**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
- Familiarity with the ServiceNow AI Platform (a plus)
- Commercial and strategic skills: ability to design and run launch plans, set packaging and discount guidance, turn regulatory requirements into specific changes
- Relationship and communication skills: align product teams and field sellers without direct authority, understand how business and IT leaders make decisions, manage expectations with senior leaders
- Analytical and technical skills: use sales data and market trends to focus priorities, understand enterprise AI and platform technology, synthesize customer feedback into ranked requirements
