Recently, I’ve been asked several times what I’ve found to be the difference of being a manager, a director, and a VP. Each of those roles is an interesting one with its own challenges. My thinking on this is heavily influenced by this blog post from Peter Merholz. In his post, he introduces what I think of as the three distinct modes of management: managing down, managing to the sides, and managing up.

Managing down is managing those who report to you, or through you if you’re managing managers or directors. Managing to the sides is working with your peers to communicate information, resolve issues, and make decisions. Managing up is the skill of giving your manager, whether they’re a C-level or a senior manager, the tools and information that they need to help you, your team, and your company be successful.

As a first-line manager, where you’re only managing individual contributors (ICs), almost all of your time is about enabling them to be happy and productive. About 60% of your time is directly managing them: keeping them on track, giving feedback, coaching them, making sure they’re working well together, etc. Another 30% of your time is managing to the sides: ensuring that you’re aligned with your peer managers, resolving conflicts, communicating status information, and removing roadblocks. The remaining 10% of your time is managing up: working with your boss to manage priorities, identifying additional resource needs, communicating status, managing the budget, asking them to remove roadblocks, and setting the strategy within your area of focus.

As a second-line manager (for simplicity, I’m going to call this “director”), where you’re only managing managers, your focus shifts. You’re no longer the one directly responsible for enabling a team of productive and happy ICs. That’s the job of the first-line managers who report to you. Now your role is to ensure that the teams who report to you are happy, productive, and working on the right things. For a director, I’d estimate that 40% of your time is managing down to the team: ensuring that your managers are being effective in their roles, coaching your managers in how to be effective coaches and leaders, communicating needed information, resolving issues, setting direction for your team, setting your team’s culture, and removing roadblocks within and for your teams. As a director, managing to your peers is more important than it was as a manager. I estimate that managing to the sides is about 40% of your job. This is ensuring that you and your cross-functional peers are aligned on strategy and prioritization, that you’ve got the right folks working on the right problems across your teams, and that you are removing roadblocks for your teams and for your peers’ teams. The last 20% of your time is managing up: working with leadership to set strategy, communicating needed information, advocating for your teams, identifying roadblocks that need leadership intervention, and so on.

As a third-line manager (for simplicity, I’m going to call this “VP”), where you’re only managing directors, your focus shifts again. Now your directors are the ones responsible for having their teams be happy, productive, and working on the right things. You are accountable for all of that, plus be part of the team responsible for setting corporate strategy, and delivering on the commitments that you are making on behalf of your team. This means that much less of your time is managing down, maybe 20% of it. Managing down involves is communicating strategy, coaching your directors, resolving conflicts within your organization and between your organization and others, setting your organizational culture as part of your overall company’s culture, and ensuring that your directors are aligned amongst themselves. Managing to the sides is still about 50% of your job. Now that it’s at another level higher, it is even more cross-functional. Now you’re setting strategy across the entire company, identifying opportunities for your company, setting policies, removing roadblocks across your org and for your partner orgs, and communicating needed information across the company. The last 30% of your time is managing up: working with the senior executive team on setting strategy, communicating, making decisions, representing the company, and so on.

Looking back at Peter’s original post, the percentages that he lists don’t match my experience. I think he’s underestimated the amount of time needed at each level to manage up and to the sides, especially at the lower levels. While Peter frames his thoughts in terms of design orgs, I’ve found in my conversations with other leaders as well as my own experience in managing engineers and product folks that it’s held generally true cross-functionally.

If the things that you love are communicating, unblocking, and coaching, you must do more of that at higher levels. The shift that you’re making at each level is that you’re more abstracted away from your core discipline, and that you’re seeing and making decisions on a much broader swath of the company and the business. You are responsible for making a lot more decisions, often with less information than you  would like. I’ve found it to be a lot of fun, and a lot of responsibility.