Ep. 189 - Building Careers & SCADA Solutions Kent Melville Sales Engineering at Inductive Automation

Manufacturing Hub

Welcome back to Manufacturing Hub. In this episode, we sit down with Kent Melville, Director of Sales Engineering at Inductive Automation, to explore career growth, sales engineering, and the evolving landscape of industrial automation.

Kent shares his fascinating journey, starting as a computer science graduate with a background in web development, ERP systems, and industrial automation before making his way into Inductive Automation. He takes us through the challenges and opportunities he encountered as he transitioned from technical roles into sales engineering, growing from one of the first hires in his division to leading a 30-plus-person team today.

What You’ll Learn in This Episode
Kent explains the role of a sales engineer and how it differs from traditional technical sales. He breaks down how sales engineers bridge technical expertise and customer engagement, ensuring that solutions meet real-world manufacturing challenges. He also discusses the growth of Inductive Automation, the company culture that has fueled his success, and how the Ignition platform has shaped the industrial automation industry.

Another key topic in this discussion is the Ignition Community Conference (ICC), which has become a central event for the Ignition ecosystem. Kent shares how the Build-a-Thon, a live competition where integrators showcase their automation skills, became a major attraction and why it highlights the true power of rapid development with Ignition.

Insights on Future Industry Trends
Kent provides his perspective on where the industry is heading, especially in terms of IT-OT convergence. He discusses how containerization and DevOps principles are making their way into manufacturing and why version control and structured deployments will become the norm. He also shares insights on how Ignition’s flexibility enables organizations to modernize their operations and prepare for the future.

Career Lessons and Key Takeaways
This episode is filled with valuable career advice for engineers and professionals looking to move into sales or leadership roles. Kent emphasizes the importance of working for a company that aligns with your goals rather than constantly chasing small pay increases. He discusses the need for clear communication, initiative, and the ability to adapt to different work styles.

For those considering a transition from technical roles to sales engineering, Kent breaks down the key skills required, the training process, and how Inductive Automation prepares its team members for success. He also highlights the importance of building a reputation within an organization, taking on new challenges, and creating opportunities through proactive engagement.

Behind-the-Scenes Stories and Fun Moments
Beyond the technical and career discussions, Kent shares some of the most entertaining moments from his time at Inductive Automation. He talks about how an impromptu on-stage rap performance during an Ignition product launch unexpectedly boosted his visibility within the company. He also gives a behind-the-scenes look at how Inductive Automation uses its own software for internal processes, from CRM and training to office automation.

Who Should Watch This Episode?
This conversation is ideal for industrial professionals looking to understand the role of sales engineering, engineers considering a move into customer-facing roles, and manufacturing leaders exploring Ignition’s capabilities. It also offers practical career insights for anyone looking to grow within their organization and stand out in the industry.

If you have any questions or thoughts, feel free to share them in the comments. Make sure to like, subscribe, and follow Manufacturing Hub for weekly conversations on manufacturing, automation, and technology.

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References
1. Inductive Automation & Ignition SCADA

• Inductive Automation - Official Website
  https://inductiveautomation.com/
• Ignition SCADA - Overview & Features
  https://inductiveautomation.com/scada/
• Download Ignition (Free Trial & Maker Edition for Personal Use)
  https://inductiveautomation.com/downloads/
• Ignition Exchange (Free Industrial Automation Templates & Modules)
  https://inductiveautomation.com/exchange/
• Ignition Community Conference (ICC) – Annual Conference
  https://inductiveautomation.com/resources/icc/
• Inductive Automation’s YouTube Channel (Webinars, Case Studies, Training)
  https://www.youtube.com/@InductiveAutomation

2. Sales Engineering & Career Development

• The Sales Engineer Handbook: A Guide to Sales Engineering & Technical Sales (Patrick Pissang)
  https://www.amazon.com/Sales-Engineer-Handbook-Technical-Engineering/dp/3982171402
• Mastering Technical Sales: The Sales Engineer’s Handbook (John Care, Aron Bohlig)
  https://www.amazon.com/Mastering-Technical-Sales-Engineers-Handbook/dp/1608324262
• Harvard Business Review - What Makes a Great Sales Engineer?
  https://hbr.org/2019/04/what-makes-a-great-sales-engineer
• LinkedIn Sales Engineering Community – Discussions, Networking, and Career Advice
  https://www.linkedin.com/groups/8948750/

3. IT-OT Convergence & Industrial Automation Trends

• ISA (International Society of Automation) – IT-OT Convergence Resources
  https://www.isa.org/topics/it-ot-convergence
• Industrial DevOps and Containerization in Manufacturing (Inductive Automation Blog)
  https://inductiveautomation.com/resources/article/modernizing-scada-with-devops/
• Understanding Unified Namespace (UNS) and MQTT for Industrial Automation
  https://cirrus-link.com/what-is-unified-namespace/
• ISA-95 Standard – Best Practices for IT and OT Integration
  https://www.isa.org/standards-and-publications/isa-standards/isa-95

4. Home Automation & Ignition for Personal Use

• Ignition Maker Edition (Free Version for Personal & Home Automation Projects)
  https://inductiveautomation.com/ignition/maker-edition/
• Home Automation with Ignition - Community Projects & Discussions
  https://forum.inductiveautomation.com/tags/home-automation
• Travis Cox on Using Ignition for Smart Home Automation (Podcast)
  https://www.theautomatorpodcast.com/episodes/travis-cox-home-automation-ignition

5. Kent Melville & Inductive Automation Socials

• Kent Melville on LinkedIn
  https://www.linkedin.com/in/kentmelville/
• Inductive Automation on LinkedIn