Pictured: Xerox Western Europe leaders: Valjak and Molhoek
Xerox has announced a redesigned global Print go-to-market structure that unifies sales engagement, sharpens regional focus, and positions the company to reclaim market share and drive growth across key solution areas.
The structuring is in line with the Xero’s vision for disciplined execution, partner-led expansion, and profitable coverage models. The structure will be in effect in the second quarter of 2026.
Jacques-Edouard Gueden, chief revenue officer at Xerox has commented:
“Unifying the Xerox–Lexmark sales model allows us to eliminate redundancies, improve efficiency, and increase our ability to deliver value as we sharpen our focus on sustained revenue, profitability, and long-term performance. With a go-to-market model aligned to each region and supported by strong partners and experienced teams, we are building a sales engine that is more focused, more efficient, and better positioned to compete.”
The model is built around a streamlined, integrated sales system that enables stronger client outcomes, reduced service costs, and increased sales efficiency while tapping into high-value opportunities in Print, IT Solutions and Digital Services, and Graphic Communications.
A Global Structure Aligned to Regional Realities
The updated Print go-to-market framework is organised into three regional models:
– North America
– Western Europe, and
– the rest of the world,
supported by a dedicated Global Production Print Services division and two specialised teams focused on Distribution and Inside Sales.
Key elements include:
North America and Western Europe company coverage has been redesigned to a unified segmentation model. Direct sales will concentrate on Enterprise and Corporate clients, while partners take on expanded hardware fulfillment and SMB coverage supported by Inside Sales, strengthening consistency, scalability, and operational simplicity across both regions.
The “Rest of the World” regions have been organised into two distinct operating units:
- a dedicated Asia Pacific organisation, focused on accelerating growth in priority markets through targeted share-gain initiatives and stronger partner orchestration, and
- an International Operations organisation covering the remaining geographies, operating under a cost-efficient hybrid model designed to protect profitability while maintaining selective growth focus.
Graphic Communications
The restructure includes the introduction of a global go-to-market framework for Graphic Communications, designed to fully leverage the company’s refreshed production print portfolio.
Leadership Appointments
To support the new structure, Xerox has appointed the following leaders:
Clay Mooring – North America Managed Accounts
Karl Boissonneault – North America Channels and Partners
Thomas Valjak – Western Europe Channels and Partners
Danny Molhoek – Western Europe Managed Accounts
Cindy Arbeau – Xerox Digital Sales
Mandeep Saini – APAC, OEM, and Alliances
David Dyas – International Operations
Yolanda Camberos – Distribution Operations
Terry Antinora – Global Production Print Services
