Director Regional Product Management

Job Description

Position overview

A Regional Product Manager (RPM) connects global product strategy to execution in a specific market. Product managers build features and own the core roadmap with engineering teams. An RPM takes that roadmap into one market, adapts it to local customers, regulations, and buying patterns, and owns its commercial success there. At ServiceNow, RPM markets are defined by geography, industry, or customer segment.

In this role, you will own one industry or customer segment in the Americas. You will be the person responsible for how ServiceNow's AI products are positioned, sold, adopted, and improved in that market. This is an individual contributor (IC) role, reporting to the leader of Regional Product Management for the Americas.

Key Responsibilities

Regional strategy and adaptation

• Translate the global AI product roadmap into a plan for your industry or segment 
• Tailor use cases, solution packages, and messaging to the operational problems your customers care about most 
• Account for industry regulations and compliance requirements in how solutions are positioned and deployed 
• Track AI adoption trends in your market and adjust priorities as they shift 

Go-to-market and 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 that sellers can reuse 
• Make sure AI use cases go live after every win, working with customer success, professional services, and partners on success criteria, go-live dates, and adoption metrics

Commercial strategy and 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 the ones with traction to the teams that build new products 
• Represent ServiceNow with customer executives, at industry events, and in customer advisory sessions 

Competitive intelligence

• Monitor competitors selling AI into your market, including industry-specific vendors and horizontal AI platforms 
• Analyze win/loss data to find patterns in why deals are won, lost, or stalled 
• Equip sales teams with positioning and responses to competitor claims 

Qualifications

To excel as a Regional Product Manager (RPM), you need a unique blend of commercial acumen, cross-cultural leadership, and technical credibility. Because you sit between global development teams and local sales teams, your skillset must balance strategic thinking with ground-level execution.

Commercial and strategic skills

• You design and run launch plans suited to how your market buys, including the partners, procurement processes, and executives involved 
• You can set packaging and discount guidance and judge how deal structure affects margin 
• You turn regulatory and compliance requirements into specific changes in how solutions are built, positioned, and deployed 

Relationship and communication skills

• You align product teams and field sellers on priorities without direct authority over either 
• You understand how business and IT leaders in your market make decisions, and you adjust how you communicate with each 
• You manage expectations with senior product and sales leaders while supporting account teams on high-stakes customer deals 

Analytical and technical skills

• You use sales data, win/loss results, and market share trends to decide where to focus 
• You know enterprise AI and platform technology well enough to handle complex objections and train sellers 
• You turn large volumes of customer feedback into a short, ranked list of requirements product teams can act on 

Experience

• 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 
• A 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) 

For positions in this location, we offer a base pay of $199,100 - $348,400, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.  

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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