Director, Regional Product Management

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
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 $221,200 - $387,100, 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.

Employment type
Full-time

Work arrangement
Yes