Director, Product Strategy EMEA South

📍 Job Overview

Job Title: Director, Product Strategy EMEA South

Company: ServiceNow

Location: Issy-les-Moulineaux, Ile-de-France, France

Job Type: Full-time

Category: Product Strategy / Go-To-Market (GTM) Operations

Date Posted: 2026-06-15T09:33:39.955

Experience Level: 10+ years

Remote Status: Flexible (Hybrid)

🚀 Role Summary

• This pivotal role acts as a strategic bridge between ServiceNow's most critical enterprise customers, field leadership, and the product organization, translating real-world market dynamics into actionable company strategy for product development, sales, and delivery.

• The position demands exceptional ability to build trust at the C-suite level, influence General Managers on roadmap trade-offs, and guide field teams through complex, high-stakes deployments, requiring a blend of strategic vision and operational execution.

• This role is responsible for orchestrating resources across Product, Customer Success, Partner, and Business Units (BUs) with a strong sense of urgency and a clear bias towards achieving tangible customer outcomes.

• Key responsibilities include driving digital transformation conversations with executives, defining platform-level strategies for customers, and proactively managing and resolving customer experience issues to mitigate churn risks.

📝 Enhancement Note: While the title is "Director, Product Strategy," the detailed responsibilities heavily lean into Go-To-Market (GTM) strategy, customer success orchestration, and cross-functional leadership, indicating a strong operations component. This role is less about pure product management and more about operationalizing product strategy in the field and with key accounts. The "EMEA South" region suggests a focus on specific market dynamics within that geographical area.

📈 Primary Responsibilities

• Customer Engagement & Strategy: Directly engage with C-suite executives and transformation leaders in strategically important enterprise accounts to drive functional and domain-specific discussions that translate customer intent into platform-level strategy, moving beyond point solutions.

• Customer Outcome Orchestration: Lead the post-sale deployment and adoption motion for high-value customers, leveraging the full capabilities of APEX, CEG, and the Partner ecosystem to ensure successful and scalable customer outcomes.

• Field Leadership & Enablement: Advise field leadership on optimal prioritization and sequencing of efforts across their account portfolios, and drive scaled pipeline generation through one-to-many approaches for large account sets.

• Product & Roadmap Influence: Collaborate with GMs to identify high-value cross-workflow opportunities, advocate for their prioritization on the product roadmap, and feed unfiltered customer and field signals into platform evolution via a structured framework.

• GTM Integration & Optimization: Partner with APEX Strategic Program Management and BU Leadership to drive post-acquisition GTM integration, and contribute to the evolution of unified pricing and packaging, including the development of outcome-based pricing models informed by market feedback.

📝 Enhancement Note: The responsibilities highlight a strong need for strategic alignment, cross-functional influence, and a focus on customer success metrics and business outcomes, which are core tenets of Revenue Operations and GTM Operations roles. The emphasis on "orchestrating resources" and "translating field signals" points to a significant operational component.

🎓 Skills & Qualifications

Education: While not explicitly stated, a Bachelor's degree in Business, Marketing, Engineering, or a related field is typically expected for a Director-level role. An MBA or advanced degree would be a strong asset.

Experience:

• 10+ years of experience in enterprise software, with a significant portion spent in roles spanning sales, customer success, product strategy, or business development at scale.

• Demonstrated track record of operating credibly at the C-suite level, engaging in genuine digital transformation and platform-led growth conversations.

• Proven experience navigating and driving results within complex, matrixed organizational structures.

• Comfort and effectiveness in moving between high-level strategic thinking and granular operational detail.

• Experience working collaboratively across post-sale, product, and GTM functions. Required Skills:

• C-suite Engagement: Ability to build rapport and influence senior executives, understanding their strategic priorities and challenges.

• Product Strategy & Vision: Capacity to translate market needs and customer insights into coherent product strategies and roadmap priorities.

• Digital Transformation Expertise: Deep understanding of how technology drives business transformation and the ability to articulate this value proposition.

• Agentic AI & Automation Fluency: Strong knowledge of current and emerging trends in AI, machine learning, and automation, and their application in enterprise solutions.

• Platform-Led Growth: Understanding of strategies to drive adoption and expansion of integrated technology platforms.

• Cross-functional Leadership: Proven ability to influence and align diverse teams (Product, Sales, Customer Success, Partners) towards common goals.

• Strategic Planning & Execution: Skill in developing strategic plans and overseeing their operational execution to achieve desired outcomes.

Preferred Skills:

• EMEA Market Acumen: Specific understanding of the business landscape, customer needs, and competitive dynamics within the EMEA South region.

• Outcome-Based Pricing Models: Experience with or understanding of developing and implementing pricing structures tied to customer value realization.

• Mergers & Acquisitions (M&A) GTM Integration: Experience in integrating new product lines or companies into existing GTM motions.

• SaaS Business Models: In-depth knowledge of the Software-as-a-Service industry, including subscription revenue, customer lifecycle management, and renewal strategies.

• Data Analysis & Insights: Ability to leverage data to identify trends, measure impact, and inform strategic decisions.

📝 Enhancement Note: The required skills are heavily weighted towards strategic influence, market understanding, and cross-functional operational leadership, making this role a strong fit for experienced professionals who have a strong understanding of Go-To-Market motions and how product strategy impacts revenue generation and customer retention. The mention of "Agentic AI" and "Automation" points to a need for understanding modern technology drivers.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Strategic Impact Case Studies: Showcase examples of developing and executing product strategies that led to significant market penetration, revenue growth, or competitive differentiation within enterprise software.

• Customer Transformation Projects: Present initiatives where you directly engaged with C-suite executives to define and implement platform-level strategies that drove measurable digital transformation outcomes.

• Cross-functional Orchestration Examples: Detail instances where you successfully aligned and mobilized Product, Sales, Customer Success, and Partner teams to achieve complex customer deployment goals or GTM initiatives.

• Roadmap Influence Documentation: Include examples of how you gathered field intelligence and customer feedback to influence product roadmaps, prioritizing features or initiatives that addressed critical market needs.

• Process Optimization Initiatives: Demonstrate experience in improving GTM processes, sales plays, or customer success motions through strategic planning and operational adjustments.

Process Documentation:

• Workflow Design for GTM Integration: Documenting how you've designed or refined workflows for integrating new products or acquired companies into existing sales and customer success processes.

• Customer Engagement Frameworks: Developing and implementing structured frameworks for engaging with C-suite executives, from initial contact to strategic partnership development.

• Feedback Loop Mechanisms: Establishing and managing repeatable processes for capturing, analyzing, and disseminating customer and field feedback to product and GTM teams.

• Outcome-Based Model Implementation: Detailing the process for defining, measuring, and reporting on customer success metrics tied to outcome-based pricing or value realization.

📝 Enhancement Note: For a role focused on product strategy with strong GTM and operations components, a portfolio should emphasize strategic thinking, cross-functional execution, and demonstrable impact on business outcomes. The ability to articulate processes for translating market needs into actionable plans and influencing multiple stakeholder groups is crucial.

💵 Compensation & Benefits

Salary Range: Given the seniority (Director-level), extensive experience required (10+ years), specialized focus (Product Strategy, AI, Automation), and the EMEA South region (specifically France), a competitive salary range would likely fall between €120,000 - €180,000 annually, potentially higher for exceptional candidates with proven track records and specific regional expertise. This estimate is based on industry benchmarks for similar roles in major European tech hubs, considering the cost of living in the Paris metropolitan area and the high demand for strategic GTM and product-focused leadership in enterprise SaaS.

Benefits:

• Comprehensive Health Coverage: Including medical, dental, and vision insurance plans.

• Retirement Savings Plan: Such as a company-sponsored pension scheme or similar long-term savings vehicle.

• Performance-Based Bonuses & Stock Options: Significant variable compensation tied to individual and company performance, common for Director-level roles.

• Generous Paid Time Off: Including vacation days, public holidays, and sick leave.

• Professional Development: Opportunities for continuous learning, training, certifications, and attendance at industry conferences.

• Flexible Work Arrangements: "Flexible" work persona allowing for hybrid work, balancing office collaboration with remote flexibility.

• Employee Stock Purchase Program (ESPP): Opportunity to purchase company stock at a discounted rate.

Working Hours: The role is listed as Full-time, with the AI-derived value of 40 hours per week being standard. However, Director-level positions, especially those involving C-suite engagement and international markets, often require flexibility and may involve working beyond standard hours to accommodate global time zones and critical business needs. The "Flexible" work persona implies a degree of autonomy in managing work hours.

📝 Enhancement Note: Salary estimates for senior roles in major European markets like France require careful consideration of experience, specific domain expertise (AI, Automation), and the strategic impact of the role. Benefits packages for global tech companies like ServiceNow are typically robust and competitive to attract top talent.

🎯 Team & Company Context

🏢 Company Culture

Industry: Enterprise Software / Cloud Computing / Digital Workflow Automation. ServiceNow operates in a highly competitive and rapidly evolving market, focused on providing a platform that digitizes and automwinds enterprise operations across IT, employee, and customer workflows. The industry demands continuous innovation, particularly in areas like AI and automation.

Company Size: ServiceNow is a large, global enterprise with over 8,100 customers, including 85% of the Fortune 500. This indicates a significant, well-established organization with complex processes, extensive resources, and a broad market reach.

Founded: 2004. With a founding date in 2004 and its current market leadership, ServiceNow has a history of growth and innovation, evolving from a startup to a dominant player in the enterprise software landscape. This suggests a culture that values agility, customer focus, and technological advancement.

Team Structure:

• The role sits at the "intersection of our most important enterprise customers, our field leadership, and our product organization," suggesting a highly cross-functional team environment.

• It implies direct interaction with senior leadership across Product Management, Customer Success (likely including Customer Engineering Group - CEG), Partner organizations, and various Business Units (BUs).

• The reporting structure is not explicitly detailed but would likely be within a GTM, Product, or Strategy function, reporting to a VP or SVP level. Methodology:

• Data-Driven Decision Making: The emphasis on "translating field signal into roadmap evolution through a structured, repeatable framework" indicates a reliance on data and systematic analysis.

• Customer-Centric Strategy: The core of the role is about understanding and serving "customer reality" and driving "customer outcomes," highlighting a customer-first approach.

• Agile & Iterative Development: The need to adapt to market feedback and influence roadmaps suggests an agile methodology for product evolution and GTM strategy.

• Cross-functional Collaboration: Orchestrating resources and driving initiatives across multiple departments is a key operational methodology.

Company Website: https://www.servicenow.com/

📝 Enhancement Note: ServiceNow's established market position and focus on digital transformation and AI suggest a culture that is both innovative and operationally rigorous. The "Flexible" work persona indicates a modern approach to work-life balance, common in leading tech companies.

📈 Career & Growth Analysis

Operations Career Level: This is a Director-level position, signifying a senior leadership role responsible for strategic planning and execution within a specific product or market segment (EMEA South). It requires significant experience and the ability to operate with a high degree of autonomy and influence.

Reporting Structure: The role interfaces with multiple departments, including Product, Customer Success (APEX, CEG), Partners, and Business Units. The direct reporting line would likely be to a Vice President or Senior Vice President overseeing Product Strategy, GTM Strategy, or a regional leadership function.

Operations Impact: The role's impact is directly tied to driving revenue growth, customer adoption, and market share within the EMEA South region. By bridging the gap between customer needs and product development, it ensures ServiceNow's offerings remain relevant and competitive, directly influencing enterprise customer success and retention, which are critical for SaaS revenue. The focus on "customer outcomes" and "platform-level strategy" underscores its importance in delivering sustained value and fostering long-term customer relationships.

Growth Opportunities:

• Leadership Expansion: Potential to move into VP-level roles overseeing broader product strategy, GTM operations, or regional business leadership within ServiceNow.

• Specialization Deepening: Opportunity to become a subject matter expert in specific high-growth areas like AI, automation, or particular industry verticals addressed by ServiceNow.

• Cross-functional Mobility: Potential to transition into senior roles within Product Management, Sales Operations, or Customer Success leadership.

• Global Scope: Possibility of expanding responsibilities to cover larger geographical regions or global product initiatives.

📝 Enhancement Note: A Director role at a company like ServiceNow offers significant growth potential, moving beyond tactical execution to strategic leadership. The emphasis on cross-functional influence and market impact provides a strong foundation for advancement into broader executive positions.

🌐 Work Environment

Office Type: The role is designated as "Flexible," indicating a hybrid work model. This means employees are expected to work from a ServiceNow office location some days of the week, while also having the flexibility to work remotely on other days. This model aims to balance in-person collaboration with individual work flexibility.

Office Location(s): The primary location is Issy Les Moulineaux, Paris, France. ServiceNow has a global presence, and specific office details would be available through their careers portal or upon inquiry. The Issy Les Moulineaux address suggests a significant presence in the Paris metropolitan area.

Workspace Context:

• Collaborative Hub: The office environment is designed to facilitate collaboration, team meetings, and cross-functional interactions, essential for a role that bridges multiple departments.

• Technology-Enabled: As a leading tech company, ServiceNow offices are equipped with modern technology and infrastructure to support seamless communication and productivity for hybrid teams.

• Dynamic Environment: Working within a global enterprise means interacting with diverse teams and stakeholders, fostering a dynamic and intellectually stimulating work environment.

Work Schedule: While the standard is 40 hours per week, the "Flexible" work persona allows for managing work hours with a degree of autonomy. However, given the Director level and international scope, significant flexibility will be required to accommodate meetings across different time zones (EMEA South, potentially engaging with US teams) and to respond to urgent customer or field needs.

📝 Enhancement Note: The "Flexible" work persona is a key aspect of the work environment, suggesting a modern approach to employee experience that balances in-office collaboration with remote autonomy. This is crucial for attracting talent in competitive markets.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: Likely a recruiter screen to assess basic qualifications, experience alignment, and cultural fit.

• Hiring Manager Interview: In-depth discussion with the direct manager to evaluate strategic thinking, leadership capabilities, and operational approach.

• Cross-Functional Interviews: Meetings with key stakeholders from Product, Sales, and Customer Success to assess collaboration skills and ability to influence diverse teams.

• Case Study/Presentation: A common component for strategy roles. Candidates may be asked to prepare and present an analysis of a market opportunity, a GTM strategy for a new product, or a plan to address a customer challenge. This is where the portfolio is critical.

• Executive Interview: Potentially a final interview with a VP or SVP to assess strategic alignment and executive presence.

Portfolio Review Tips:

• Quantify Impact: For each case study, clearly articulate the problem, your strategic approach, the actions taken, and the quantifiable business outcomes (e.g., revenue growth, market share increase, customer retention improvement, adoption rates).

• Showcase Strategic Thinking: Highlight how you identified market opportunities, translated customer needs into product strategy, and developed actionable GTM plans.

• Demonstrate Cross-Functional Influence: Provide examples of how you effectively collaborated with and influenced teams outside of your direct reporting line to achieve objectives.

• Focus on Operations & Process: Detail the processes you developed or optimized to ensure successful product strategy execution, customer engagement, or GTM integration.

• Tailor to ServiceNow: Research ServiceNow's current product portfolio, strategic priorities (especially around AI and automation), and target markets within EMEA South. Frame your experience in a way that directly addresses their needs.

Challenge Preparation:

• GTM Strategy Exercise: Be prepared to outline a Go-To-Market strategy for a new product or feature, considering target audience, value proposition, channel strategy, and key success metrics.

• Customer Strategy Scenario: Practice articulating how you would engage with a key enterprise customer facing transformation challenges, aligning ServiceNow's platform to their strategic goals.

• Product Roadmap Prioritization: Prepare to discuss how you would evaluate and prioritize competing product roadmap requests from different stakeholders, balancing market demand, technical feasibility, and business impact.

📝 Enhancement Note: The interview process for a Director-level strategy role will be rigorous, focusing on strategic thinking, leadership, and the ability to translate strategy into operational execution. A well-curated portfolio that demonstrates quantifiable impact and cross-functional leadership is essential.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Salesforce (likely used for managing customer relationships, sales pipelines, and account insights). Proficiency in using CRM data for strategic analysis is key.

• Productivity Suites: Microsoft Office 365 (Word, Excel, PowerPoint) or Google Workspace (Docs, Sheets, Slides) for documentation, analysis, and presentations.

• Collaboration Platforms: Slack, Microsoft Teams for internal communication and team collaboration.

• Project Management Tools: Jira, Asana, or similar for tracking initiatives and cross-functional project progress.

Analytics & Reporting:

• Business Intelligence (BI) Tools: Tableau, Power BI, or similar for data visualization, dashboard creation, and performance tracking.

• Spreadsheet Software: Advanced Excel or Google Sheets for detailed data analysis and modeling.

• Internal ServiceNow Dashboards: Familiarity with ServiceNow's own platform capabilities for reporting and analytics would be a plus.

CRM & Automation:

• Salesforce Sales Cloud/Service Cloud: Understanding of core CRM functionalities relevant to enterprise sales and customer success.

• Marketing Automation Platforms: Potentially Marketo or similar, for understanding lead generation and campaign impact on pipeline.

• Integration Platforms: Awareness of how different systems (CRM, ERP, product databases) integrate to provide a unified view.

📝 Enhancement Note: While specific tools are not listed, the nature of the role implies a strong reliance on standard enterprise software for CRM, data analysis, and collaboration. The ability to leverage data from these systems to inform strategy and drive GTM execution is paramount. Familiarity with ServiceNow's own platform for internal use would also be advantageous.

👥 Team Culture & Values

Operations Values:

• Customer Obsession: A deep commitment to understanding and delivering value to enterprise customers, ensuring their success and driving positive outcomes.

• Innovation & Agility: Embracing new technologies (like AI and automation) and adapting quickly to market changes and customer needs.

• Collaboration & Transparency: Working effectively across diverse teams, sharing information openly, and fostering a trusting environment.

• Execution Excellence: A focus on driving results, meeting commitments, and delivering high-quality work with a sense of urgency.

• Data-Driven Approach: Utilizing data and insights to inform strategic decisions and measure the impact of initiatives.

Collaboration Style:

• Cross-functional Partnership: Actively seeking collaboration with Product, Sales, Customer Success, and Partner teams, acting as a connector and facilitator.

• Strategic Alignment: Ensuring all cross-functional efforts are aligned with overarching product strategy and business objectives.

• Feedback-Oriented: Encouraging open communication and constructive feedback to continuously improve strategies, processes, and execution.

• Outcome-Focused Teamwork: Prioritizing collective success and customer impact over individual contributions.

📝 Enhancement Note: ServiceNow's culture, as indicated by its mission and values, likely emphasizes innovation, customer focus, and a strong execution orientation. The role's success hinges on fostering strong collaborative relationships across various departments.

⚡ Challenges & Growth Opportunities

Challenges:

• Navigating Complexity: Effectively managing and influencing across a large, matrixed global organization with diverse priorities and stakeholders.

• Translating Field Signals: Developing a robust and repeatable framework to capture, synthesize, and action the vast amount of qualitative and quantitative feedback from the field and customers.

• Balancing Strategic Vision with Operational Detail: Maintaining effectiveness at both high-level strategy setting and granular execution oversight.

• Driving Adoption of Emerging Technologies: Educating and enabling customers and the field to adopt and leverage advanced capabilities like Agentic AI and automation.

• EMEA South Market Nuances: Adapting global strategies to the specific cultural, economic, and regulatory nuances of the diverse EMEA South region.

Learning & Development Opportunities:

• Deepening AI/Automation Expertise: Gaining hands-on experience with cutting-edge AI and automation technologies and their application in enterprise workflows.

• Strategic GTM Mastery: Refining skills in developing and executing complex GTM strategies for enterprise software in a global context.

• Executive Leadership Development: Opportunities to hone leadership, negotiation, and strategic influencing skills at a senior level.

• Industry Exposure: Staying abreast of trends in digital transformation, cloud computing, and enterprise software through conferences, internal resources, and customer interactions.

📝 Enhancement Note: The challenges presented are typical for senior strategy roles in large tech companies, emphasizing the need for strong interpersonal skills, strategic thinking, and operational acumen. The growth opportunities are substantial, offering paths to higher leadership and specialized expertise.

💡 Interview Preparation

Strategy Questions:

• "Describe a time you translated complex customer needs into a product strategy that significantly impacted adoption or revenue. What was your process?" (Focus on linkage between customer insight, strategy, and outcome).

• "How would you approach building a GTM strategy for a new AI-powered feature in the EMEA South region, considering market variability?" (Expect a structured approach: market analysis, target segmentation, value proposition, channel strategy, KPIs).

• "Imagine a key enterprise client is struggling with platform adoption. How would you orchestrate internal resources (Product, CS, field) to drive successful outcomes and mitigate churn risk?" (Highlight your ability to influence and mobilize teams).

• "What is your framework for evaluating and prioritizing competing demands on a product roadmap from sales, customer success, and direct customer requests?" (Demonstrate structured decision-making and prioritization skills). Company & Culture Questions:

• "Based on your understanding of ServiceNow and the enterprise SaaS market, what do you see as the biggest opportunities and challenges for our product strategy in EMEA South?" (Showcase research and strategic insight).

• "How do you foster collaboration between product, sales, and customer success teams, especially when they have competing priorities?" (Focus on communication, alignment, and shared goals).

• "Describe a time you had to influence C-suite executives who were initially resistant to your strategic recommendations. How did you build credibility and achieve buy-in?" (Emphasize relationship building, data-driven arguments, and understanding executive priorities). Portfolio Presentation Strategy:

• Structure Your Narrative: For each case study, clearly define the "Situation," "Task," "Action," and "Result" (STAR method).

• Quantify Everything: Use numbers, percentages, and specific metrics to demonstrate the impact of your strategies and initiatives. Highlight ROI where possible.

• Focus on Process & Strategy: Explain how you approached the problem and why you chose a particular strategy, not just what you did. Detail any processes you developed or optimized.

• Visual Aids: Use clean, professional slides that highlight key data points, strategic frameworks, and outcomes. Avoid text-heavy slides.

• Tailor to the Role: Emphasize experiences most relevant to product strategy, GTM execution, AI/automation, and enterprise customer engagement within the EMEA region.

📝 Enhancement Note: Interview preparation should focus on articulating strategic thinking, demonstrating cross-functional influence, and quantifying impact. The portfolio is not just a collection of work but a presentation tool that needs to be tailored and clearly communicated.

📌 Application Steps

To apply for this Director, Product Strategy EMEA South position:

• Submit your application through ServiceNow's careers portal via the provided job link.

• Portfolio Customization: Prepare a concise portfolio (PDF or personal website) highlighting 2-3 key projects that best demonstrate your experience in product strategy, GTM execution, customer transformation, and cross-functional leadership, with a strong emphasis on quantifiable results and strategic process.

• Resume Optimization: Tailor your resume to emphasize experience in enterprise software, C-suite engagement, digital transformation, AI/automation, and GTM strategy, using keywords from the job description. Quantify achievements wherever possible.

• Company Research: Deeply research ServiceNow's product portfolio, its position in the EMEA South market, its AI and automation initiatives, and its company culture. Understand their key competitors and market challenges.

• Interview Practice: Practice articulating your experience using the STAR method, focusing on strategic decision-making, operational execution, and measurable outcomes. Prepare to discuss your approach to GTM strategy, customer engagement, and product roadmap prioritization.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.