Josh Rice

Questioner
DISC Type : c

Chief Commercial Officer at Ellucian

Nashville, Tennessee, United States

Overview

Josh Rice is the Chief Commercial Officer at Ellucian, leading global commercial operations for their SaaS and AI platform. With over 29 years of experience, he has held senior leadership roles at Shopify, Google, and Amazon Web Services, specializing in global sales and AI.

His team at Shopify created the definitive playbook on Generative Engine Optimization (GEO) to help brands get recommended by AI engines like ChatGPT.

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

They prefer to do thorough analysis of any situation.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

AI in Education
He recently joined Ellucian to scale its AI-powered SaaS platform, aiming to create more seamless and impactful outcomes for higher education institutions and students globally.
Generative AI Commerce
At Shopify, he was deeply involved with helping brands show up in AI recommendations, creating a playbook for Generative Engine Optimization (GEO) and launching AI-fueled innovations.
Global Sales Leadership
He has extensive experience leading global sales, customer success, and solutions engineering teams at high-growth technology companies like Shopify, Workday, and Google.

Media Appearances

Ellucian appoints Josh Rice as chief commercial officer to lead SaaS and AI growth push. Featured in EdTech Innovation Hub

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Ellucian Appoints Josh Rice as Chief Commercial Officer. Featured in PRNewswire

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Ellucian Appoints Josh Rice as Chief Commercial Officer. Featured in Ellucian Newsroom

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Work History

4-2026
Chief Commercial Officer at Ellucian
4-2023 - 4-2026
Vice President, Global Sales at Shopify
4-2021 - 4-2023
Senior Vice President, Presales at Workday
6-2020 - 4-2021
Director, Customer Engineering at Google
5-2019 - 6-2020
WW Head of Business Development - AI & Machine Learning at Amazon Web Services (AWS)

Education

Josh has no verified education history

More Information

Social Presence :

Prographics :

Exp : 32 Location : Nashville, Tennessee, United States Job Level : Leadership Designation : Chief Commercial Officer at Ellucian
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Insights For Selling To Josh

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Josh is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Josh

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Josh move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Josh take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Josh

Personality Compatibility


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