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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 in a specific industry or customer segment across 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. Your responsibilities span four key areas:
**Regional Strategy & Adaptation:** Translate global AI product roadmap into market-specific plans. Tailor use cases, solution packages, and messaging to address the operational problems your customers face 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 early in the sales cycle. Build discovery guides, use case catalogs, demo stories, and value narratives for seller reuse. Ensure AI use cases go live post-sale by coordinating with customer success, professional services, and partners on success criteria, timelines, 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 rates, and discovery completion before close. Work with pricing teams on packaging and discount guidance suited to your customer base.
**Voice of the Customer & Competitive Intelligence:** Act as the technical and commercial expert in the field. Gather customer feedback and translate repeated needs into solution requirements for product teams. Test emerging AI ideas with customers and bring traction-validated concepts to product teams. Represent ServiceNow with customer executives, at industry events, and in advisory sessions. Monitor competitors selling AI into your market. Analyze win/loss data to identify patterns. Equip sales teams with positioning and competitive responses.
**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 core systems, regulations, and buyer dynamics
- 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 suited to market buying patterns, set packaging and discount guidance, and translate regulatory requirements into solution changes
- Relationship and communication skills: ability to align product and field teams without direct authority, understand decision-making patterns of business and IT leaders, and manage expectations with senior leaders
- Analytical and technical skills: proficiency with sales data and win/loss analysis, knowledge of enterprise AI and platform technology, ability to synthesize customer feedback into ranked requirements
