Scale Leader, Prototyping and AI Customer Engineering (PACE)

📍 Job Overview

Job Title: Scale Leader, Prototyping and AI Customer Engineering (PACE)

Company: Amazon

Location: São Paulo, São Paulo, Brazil

Job Type: Full-time

Category: Revenue Operations / Sales Operations / Customer Engineering Leadership

Date Posted: September 02, 2026

Experience Level: 10+ years

Remote Status: On-site

🚀 Role Summary

• Lead the end-to-end LATAM PACE (Prototyping and AI Customer Engineering) scale motion, focusing on accelerating innovation in AI, Agents, and Robotics for AWS customers and partners.

• Drive adoption of frontier technologies by scaling successful prototyping patterns into repeatable, scalable mechanisms through an ecosystem of partners and AWS field teams.

• Function as a Single Threaded Leader for the LATAM PACE Scale Business, aiming to establish industry-standard best practices for a self-sustaining ecosystem that drives revenue growth.

• Represent PACE at key industry forums, including AWS Summits, Partner Summits, and re:Invent, to build qualification mechanisms and expand into new markets and industries.

• Develop and deploy industry reference architectures and blueprints that empower partners and the AWS field to independently deliver PACE-quality AI outcomes.

📝 Enhancement Note: This role is heavily focused on Go-To-Market (GTM) strategy and execution within the AI and cloud services domain, with a strong emphasis on channel enablement and partner ecosystem development. It requires a blend of technical understanding, program management rigor, and strategic business development acumen to drive adoption and revenue at scale.

📈 Primary Responsibilities

• Own and deliver the LATAM PACE Scale business objectives, defining strategy, execution plans, and growth targets to expand PACE's reach beyond the core team.

• Recruit, enable, and manage a growing ecosystem of partners through the "Amazon Designed, Partner Delivered" model, overseeing onboarding through to production launch.

• Design and operate scalable mechanisms such as partner summits, certification programs, and feedback loops to ensure partners consistently deliver high-quality AI outcomes independently.

• Create and leverage accelerators, reusable assets, blueprints, and industry reference architectures that enable partners and field teams to deploy PACE solutions without direct PACE involvement.

• Establish and track key program KPIs, including partner launch rates, production conversion, time-to-delivery, and overall business impact, using data to drive continuous program improvement.

• Collaborate closely with Sales, Solutions Architecture, and other field teams to effectively route and qualify opportunities across both direct and partner-led channels.

• Drive product adoption and build industry reference architectures and blueprints that enable partners and the AWS field to deliver PACE-quality AI outcomes independently.

• Represent PACE at industry events and forums, fostering relationships and expanding the program's reach into new markets and industries.

📝 Enhancement Note: The core responsibility revolves around building and scaling a partner-led go-to-market motion for AI prototyping solutions. This involves creating structured enablement programs, performance monitoring systems, and strategic alliances to drive indirect revenue and customer adoption.

🎓 Skills & Qualifications

Education: While not explicitly stated, a Bachelor's degree in Computer Science, Engineering, Business, or a related field is typically expected for roles of this caliber at Amazon. A Master's degree or MBA would be a strong asset.

Experience: Minimum of 10 years of combined experience in technical program management, product management, and/or business development within the technology sector, with a significant portion focused on cloud computing and AI/ML solutions.

Required Skills:

• 5+ years of technical product or program management experience.

• 7+ years of experience working directly with engineering teams.

• 5+ years of technical program management experience specifically working directly with software engineering teams.

• Proven experience managing complex programs across cross-functional teams, including building scalable processes and coordinating release schedules.

• Demonstrated ability to define and track Key Performance Indicators (KPIs) and Service Level Agreements (SLAs) that drive multi-million dollar businesses.

• Experience in reporting performance and strategic initiatives to senior leadership. Preferred Skills:

• 5+ years of experience in project management disciplines, including scope, schedule, budget, quality, risk, and critical path management.

• Experience managing projects across cross-functional teams, with a strong emphasis on building sustainable processes and coordinating release schedules.

• Deep understanding of Artificial Intelligence (AI), Machine Learning (ML), and cloud computing technologies, particularly within the AWS ecosystem.

• Proven experience in partner ecosystem strategy, channel enablement, and developing "Amazon Designed, Partner Delivered" models.

• Strong Go-To-Market (GTM) strategy development and execution skills.

• Experience in building and scaling businesses through indirect channels.

• Excellent communication, presentation, and stakeholder management skills, with the ability to influence at all levels.

• Experience with prototyping, AI agents, and robotics technologies.

📝 Enhancement Note: The "5+ years of technical program management working directly with software engineering teams" and "7+ years of working directly with engineering teams" requirements suggest a need for candidates who have a strong technical foundation and can effectively bridge the gap between business objectives and engineering execution. The emphasis on KPIs and reporting to senior leadership indicates a high-impact role with significant accountability.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Showcase documented experience in scaling technology solutions through partner ecosystems or indirect channels.

• Provide examples of process creation and optimization for partner onboarding, enablement, and performance management.

• Demonstrate experience in defining and tracking KPIs/SLAs for complex programs and reporting on business impact to senior stakeholders.

• Include case studies of successfully launching and scaling technology products or services, ideally within the AI or cloud computing space.

• Highlight experience in developing and deploying reference architectures or blueprints for technical solutions. Process Documentation:

• Detail the design and implementation of scalable mechanisms for partner enablement and program management.

• Document workflows for partner recruitment, qualification, and ongoing support.

• Illustrate how data and KPIs were used to measure program effectiveness and drive continuous improvement in partner engagement and service delivery.

• Provide examples of successful collaboration with sales, solutions architecture, and field teams to drive opportunity qualification and pipeline growth.

📝 Enhancement Note: Candidates should be prepared to demonstrate their ability to build and manage a structured, scalable partner program. This includes showcasing process frameworks, performance metrics, and successful outcomes achieved through indirect channels, particularly in the context of emerging technologies like AI.

💵 Compensation & Benefits

Salary Range: For a role of this seniority and scope in São Paulo, Brazil, a competitive salary range is estimated to be between R$ 400,000 to R$ 700,000 BRL per year, depending on experience, qualifications, and Amazon's internal compensation structure. This estimate is based on industry benchmarks for senior technical program management and business development roles in major tech hubs in Brazil, considering the high demand for AI and cloud expertise.

Benefits:

• Comprehensive health, dental, and vision insurance plans.

• Generous paid time off (PTO) and holiday schedule.

• Retirement savings plan with company match.

• Stock options or Restricted Stock Units (RSUs) as part of the compensation package.

• Employee Discount on Amazon products and services.

• Access to Amazon's extensive learning and development resources, including internal training programs, certifications, and external educational opportunities.

• Parental leave policies.

• Relocation assistance if applicable.

• Access to Amazon's global network of professionals and innovation hubs.

Working Hours: Standard full-time working hours are typically 40 hours per week. However, given the nature of a leadership role and the global scope, flexibility may be required to accommodate meetings across different time zones and to meet business objectives.

📝 Enhancement Note: Salary estimates are based on general market data for senior technical leadership roles in São Paulo, Brazil, and the specific requirements of this position at a major tech company like Amazon. Actual compensation will be determined by Amazon's internal compensation framework, candidate experience, and other factors. Benefits are standard for large