Director – Regional Product Management
$221.2k - $387.1k+ Equity + Variable/incentive compensation
Expert
New York, NY, USA
Remote
Growth & MarketingProduct Marketing
About the job
Requirements
- At least 10 years of experience 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.
- Ability to design and run launch plans suited to the market's buying process, partners, procurement processes, and executives.
- Ability to set packaging and discount guidance and assess how deal structure affects margin.
- Ability to translate regulatory and compliance requirements into specific changes in how solutions are built, positioned, and deployed.
- Ability to align product teams and field sellers on priorities without direct authority over either.
- Understanding of how business and IT leaders make decisions, and ability to adjust communication accordingly.
- Ability to manage expectations with senior product and sales leaders while supporting account teams on high-stakes customer deals.
- Ability to use sales data, win/loss results, and market share trends to set priorities.
- Knowledge of enterprise AI and platform technology sufficient to address complex objections and train sellers.
- Ability to turn customer feedback into a short, ranked list of requirements for product teams.
Responsibilities
- Translate the global AI product roadmap into a plan for the assigned industry or segment.
- Tailor use cases, solution packages, and messaging to customers' operational needs.
- Account for industry regulations and compliance requirements in solution positioning and deployment.
- Track AI adoption trends in the market and adjust priorities as they shift.
- Partner with sales, marketing, and channel partners to launch AI products in the market.
- Run discovery on priority deals and shape buying criteria and deal sizing toward AI early in the sales cycle.
- Build reusable discovery guides, use case catalogs, demo stories, and value stories for sellers.
- Ensure AI use cases go live after wins by working with customer success, professional services, and partners on success criteria, go-live dates, and adoption metrics.
- Own the market's commercial strategy, 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 customers.
- Act as the technical and commercial expert in the field for the market.
- Gather customer feedback and translate repeated needs into solution requirements for product teams.
- Test emerging AI ideas with customers and bring ideas with traction to product-building teams.
- Represent ServiceNow with customer executives, at industry events, and in customer advisory sessions.
- Monitor competitors selling AI into the market, including industry-specific vendors and horizontal AI platforms.
- Analyze win/loss data to identify patterns in why deals are won, lost, or stalled.
- Equip sales teams with positioning and responses to competitor claims.
Desired Qualifications
- Familiarity with the ServiceNow AI Platform.
About the company
ServiceNow builds cloud software that helps large organizations manage work across IT, customer service, human resources, and security. Its applications handle tasks such as resolving support tickets, onboarding employees, and responding to customer requests. Businesses configure forms, approval steps, and automation through visual tools on a common platform, connecting existing systems and using AI to assist workers or carry out tasks. The company sells subscriptions to its applications and platform, with professional services helping customers implement and use the software. Founded in 2004, ServiceNow is headquartered in Santa Clara, California.
Company Size
10,001+
Company Stage
IPO
Headquarters
Santa Clara, California
Founded
2004
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Simplify's Take
What believers are saying
- Subscriptions grew: ServiceNow reported $3.877 billion in subscription revenue for the June 2026 quarter, up 24.5% year over year.
- Hybrid work is established: ServiceNow says most staff have flexible arrangements, requiring two or more office days weekly.
- Security work expanded: the April 2026 Armis acquisition added protection for industrial equipment, medical devices, and connected hardware.
What critics are saying
- Subscription margins narrowed: in June 2026, ServiceNow kept 73.5% of subscription revenue after direct costs, versus 80% a year earlier.
- Remote roles limit relocation: ServiceNow requires staff to remain within their employment state, province, region, or country.
- Older versions lose support: ServiceNow supports two release families and schedules upgrades for customers who fall behind.
What makes ServiceNow unique
- Customers get separated systems: ServiceNow assigns each customer its own software instance and database, unlike shared tenant designs.
- Outages get business context: ServiceNow's configuration database maps servers and applications to the business services depending on them.
- Customers choose upgrade timing: ServiceNow's separate instances let enterprises schedule releases independently from other customers.
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Benefits
- Generous family leave
- Flexible PTO
- Matched Donations
- Retirement benefits
- Annual learning stipends
- Paid volunteer time