CEO Insights Magazine

As a Country General Manager in Vietnam, the role demands navigating a dynamic market landscape while fostering strong relationships with local stakeholders. With a keen understanding of Vietnam's business culture and industry nuances, the Country General Manager orchestrates strategic initiatives to drive growth and market penetration. Within this context, Do Thi Huong Tra emerges as a standout leader, leveraging over two decades of experience in the IT sector to pioneer digital transformation.

Her tenure at Lac Viet Computing and subsequent roles at industry giants such as IBM and Oracle have honed her expertise in delivering advanced solutions tailored to Vietnam's evolving needs. At Clayfin Technology, Tra continues her mission, spearheading digital banking solutions that redefine customer experiences and propel banks into the future. Now embarking on her new venture with Tech Data, a TD SYNNEX Company, as the Country General Manager for the Vietnam market, Tra is dedicated to delivering heightened value to partners and the broader technology community.

Embarking on a distinctive exchange with CEO Insights Asia magazine, Tra divulges the intricate facets of her transformative journey as a prominent leader in Vietnam. Let's explore further.

How do you approach customer acquisition and cultivate lasting relationships as a Country General Manager?

My strategy for customer acquisition and nurturing enduring relationships centers on gaining profound insights into the customer's industry, business landscape, and specific challenges. Through complete immersion in their environment, I establish myself as a trusted partner capable of delivering tailored solutions to overcome obstacles.

In my new role as the country General Manager of Tech Data Vietnam, I am dedicated to support the success of our partners, their customers, and the technology community by simplifying complexities and accelerating go-to-market, leveraging our global distribution and solution aggregation capabilities.

What are your strategies for crafting a brand strategy that fosters both awareness and equity among customers?

My strategy revolves around three key pillars which are, understanding the customer, delivering real values, and continuous improvement. Firstly, I immerse myself in understanding the customer's business and challenges, enabling me to provide tailored solutions that add tangible value. Secondly, I prioritize delivering on promises, ensuring that what I commit to is consistently and excellently executed. This builds trust and credibility with customers. Lastly, I maintain an open feedback loop, actively seeking insights from the market and customers to drive continuous improvement and refine our offerings. By following these strategies, I not only raise awareness of the value we bring but also foster brand equity by consistently exceeding expectations and evolving to meet changing needs.

How do you stay abreast of market trends and maintain up-to-date knowledge?

To stay current with market trends and emerging technologies in the fast-paced IT industry, I employ a multi-faceted approach. Firstly, I prioritize internal updates from my company regarding technological advancements and innovations. Additionally, I actively seek out information from external sources such as market research, industry publications, and networking within my professional circles. This includes staying informed about emerging technologies such as generative AI, analytics, cloud computing, and blockchain.

I closely monitor competitor activities and key industry partners to understand their strategies and technological investments. Regularly reading industry news and participating in relevant events and forums also helps me stay informed. By continuously learning and updating my knowledge base, I am better equipped to understand how new technologies can benefit our customers and how my company can leverage them to address their needs effectively.

Could you tell us about your techniques for facilitating cross-functional communication with stakeholders to set achievable project goals and expectations?

In managing projects, both internal and external, I prioritize efficiency through clear goal-setting and stakeholder alignment. Firstly, I establish precise objectives and success metrics, ensuring all stakeholders understand what success looks like. Then, I engage stakeholders in agreeing on these goals, fostering alignment from the outset. Next, I define roles and responsibilities, clarifying who does what and when promoting accountability and collaboration across teams.

I provide regular updates to stakeholders, managing expectations transparently and addressing any discrepancies promptly. By openly discussing limitations and resource constraints, we manage expectations realistically and prevent unwarranted escalations. Conflict resolution is another key aspect. I identify and mitigate conflicts, whether they stem from scope, resources, or inter-team dynamics.

Lastly, I believe in celebrating milestones, no matter how small. Recognizing achievements boosts morale and fosters a sense of accomplishment, motivating teams to stay engaged and focused on achieving broader project objectives.

What significant contributions do you envision making in your ongoing professional trajectory?

In my ongoing professional journey, I envision making significant contributions by inspiring both myself and those around me to strive for excellence and customer-centricity. My inspiration stems from witnessing the tangible value and success experienced by my customers and colleagues. I aim to leave a lasting impact by championing a customer-first mindset, fostering innovation, and nurturing a culture of continuous improvement within my team and organization.

Do Thi Huong Tra, Country General Manager, Tech Data Vietnam

Do Thi Huong Tra is a seasoned professional with over 20 years of experience in the IT industry. Starting her journey at Lac Viet Computing, she quickly rose through the ranks, excelling in sales, procurement, and management roles. Her tenure at IBM and Oracle saw her spearheading advanced solutions for SMEs across Vietnam, Laos, Cambodia, and the Asia Pacific region. In 2022, she joined Clayfin, focusing on digital banking solutions to drive innovation and enhance customer experiences for banks in Vietnam. As of May 2024, she assumes the role of Country General Manager for Tech Data, Vietnam, embarking on a journey to further elevate value for technology partners and the wider community.

Favorite Hobbies: Singing, Travelling, Reading, Watching movies

Favorite Cuisine: Vietnamese and Mediterranean cuisine

Favorite Book: Gone with the Wind by Margaret Mitchell and The Da Vinci Code by Dan Brown.

Favorite Travel Destination: Countries in Asia, Europe, America and Australia