Director, Outbound Product Management
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Join the new and fast-growing Workplace Service Delivery team at ServiceNow and help shape our future in the space and workplace management market. Together we will transform workplace experiences for employees and at the same time unlock the efficiency and potential of workplace services organizations. Here is what is important to us: (1) building relationships based on trust (2) owning and executing your personal and team objectives with grit and passion (3) adopting a growth mindset in relentless desire to help better our customers, our team and yourself.
This role is part of our Workplace Service Delivery (WSD) business unit. As we expand further into helping organizations manage their workplace we are growing rapidly, and we are quickly expanding and scaling our go-to-market (GTM) efforts. This is an opportunity to get in early, driving the market positioning, pricing strategy and operations for a new solution. This role reports directly to the GM of the BU, and will play a key role in leading the BU’s expansion.
The Director of Outbound Product Manager resides within the Product Organization. This role is extraordinarily collaborative, working not only with the outbound product team, but cross-functionally with inbound product managers, engineering, sales, marketing, alliance and channels, operations teams and more.
If you are passionate about scaling new businesses, getting to know the customers, planning and executing GTM activities, and building products customers love, this role is for you! In it, you will:
Drive product and GTM strategy for Workplace Service Delivery, leveraging industry experience and customer feedback.
Support Sales in hitting targets via high-value engagement in sales cycles, building high-trust relationships with customers, partners, etc.
Drive significant thought leadership in the market leveraging conferences, analysts, PR, etc
Deliver analyst and partner briefings on product strategy and releases
Drive key technology partnerships / alliances in service of executing product roadmap
Product enablement and success:
Collaborate with outbound product management to enable sales and other field teams on pricing and customer usage.
Develop enablement collateral which helps to create the “whole product.”
Work with Impact teams to develop business value assessments (BVAs) and value statements.
Engage in the sales cycle, helping sales overcome pricing objections. Champion the customer back to other cross-functional teams.
Serve in a voice of the customer capacity to ensure we are evolving our product in a way that is meaningful.
Track customer adoption and usage:
Define customer maturity models and corresponding usage definitions.
Work with analytics teams and engineering to implement usage and adoption tracking.
Build quarterly reports for leadership on various usage and adoption patterns.
Work with inbound product mgmt. to define and implement feature usage metrics.
Execute special projects as needed. These could support definition of a three-year product strategy, inform leadership following a quarterly review, and more.
To be successful in this role, the candidate must:
Have 8+ years of experience working in the Health and Safety markets.
Have 5+ years of outbound product management or product marketing experience. Exceptions will be made for applicants with a strong go-to-market (GTM), pricing strategy, and analytics background.
Have experience defining pricing and go-to-market strategies for one or more products.
Have ample experience utilizing Microsoft Excel or related tools for data analysis.
Strong prioritization skills and the discipline to focus on high-impact activities. This means ability to say “no” while articulating your reasons for prioritization.
Strong written and oral communication skills to be able to convey technical and business concepts at a level appropriate to the audience.
Have demonstrated past experience defining paths to market for new products, applications or features as well as the successful execution of that go to market strategy.
Have experience creating engaging and educating content. Types of content could include, but is not limited to, presentations, datasheets, whitepapers, infographics, and videos.
Think strategically, learn fast and communicate with impact.
Ability to think critically, solving complex problems.
Thrive in ambiguity and operate fluently.
Ability to travel up to 20% of the year.
For positions in the Bay Area, we offer a base pay of $198,500 - $347,500, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.
ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.
If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
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